The focus of this campaign was to generate opportunities for Veolia Water’s BDM’s to meet with businesses that rely on clean water or have a requirement to dispose of treated water in a safe, legal and environmentally friendly manner.
During the initial 321 hours of telemarketing we presented Veolia Water’s solutions to 910 senior decision makers across Australia within their target markets. This resulted in a total of 97 qualified warm leads and meetings at a conversion rate of more than 10% of the businesses spoken to (more than double a typical cold calling conversion rate of 4-5%).
The expectations prior to the Pilot campaign were that we would generate one appointment every 10 hours of calling on average. The Pilot resulted in an average time per appointment generated of 3.31 hours. This is more than 3 times faster than Veolia Water had expected. Veolia Water’s average sale value is upwards of $100,000 and can be millions so the potential return on investment is huge.
Based on the success of the initial pilot, Veolia Water engaged FMG to conduct further campaigns throughout 2014 and beyond. Now in 2016 FMG has so far completed almost 1,400 hours of calls over numerous campaigns with 479 appointments booked.
“FMG is a crucial component of our top-of-funnel activities. FMG’s culture of action-oriented suits us very well. FMG’s Agents go beyond what is required to ensure we achieve the targets of number and quality of Appointments required. Also, we like the flexibility of our Campaign managers: our core business is not Appointment generation, and our Campaign managers have often given us valuable advice regarding the design of our market segment campaigns.”
– Matt Featherstone, GM – Marketing & Lead Generation, Veolia Water Solutions & Technologies