When new clients start working with us they often ask what results we will achieve for them from a lead generation or telemarketing campaign. They want to know how many sales leads we will generate so they can calculate their return on investment.
Results vary dramatically between each campaign. They will depend on who we are targeting, the offer, as well as the product or service we are representing.
Most telemarketing companies only measure productivity and engagement metrics. This includes metrics such as phone calls per hour and appointments set per hour. Yes these metrics are useful indicators, and they can be used for performance targets and evaluation. However, they do not take into consideration the big picture. The main point for generating leads – to make sales and increase revenue.
At FMG we use and track productivity metrics. However we also report on and track our clients’ actual sales results to gain a complete picture of success.
Each year we survey our clients. We do this to report on the sales and revenue they have generated from our telemarketing campaigns.
From the 36 clients who participated in our survey, we completed 7,788 hours of telemarketing.
2,333 qualified appointments were generated.
Every 3.33 hours a qualified appointment was set.
The average cost per qualified appointment was $249.75.
243 qualified appointments have resulted in new sales for our clients.
1 in 9.6 qualified appointments turned into a sale for our clients.
$8.1 million is new sales revenue has been generated as a direct result of our campaigns.
Our clients reported the average value of a sale was $33,333.
Therefore the average cost of a new customer acquired was $2,397.
For every $1 spent with FMG our clients made $13.90 in sales revenue.
An additional 180 qualified leads are expected to turn into sales during 2014.
Additional sales revenue expected from these leads during 2014 is $6 million.
1 in every 5.5 qualified appointments result in a sale.
Total sales revenue will exceed $14.1 million.
ROI will be $24.20 for every $1 spent with FMG.
We have run our survey every year for the last three years. The results continue to speak for themselves. In total our clients have reported closed business totaling over $22 million. Giving a ROI of $15.40 in revenue for every $1 spent with FMG.
To find out how FMG can help you, contact us today.
You can also check out the results from other years surveys