Case Study
Client: Probos Promotions
Brief: Increasing market awareness,
generating sales appointments
Company: Probos Promotions ethos
is built around providing customers with a reliable, high-quality
service that offers branded merchandise, premium goods and promotional
clothing that will enhance their image. With a huge range of products
available Probos supply everything from everyday items such and
pens and mugs to unique corporate gifts such as USB memory sticks
and electronic organisers. All items are branded with the customer’s
logo to enhance and promote their business.
Industry: Branded Promotion Items
and Corporate Gifts.
Problem: Due to the nature of the
industry it is important for Probos to build up key accounts as
well as continuing to increase brand awareness in order to pick
up casual orders from a range of customers. Part of this involves
large volumes of calling and, after meeting members of Blueberry
Marketing, Probos felt confident that the calls could be handled
efficiently and professionally. Probos also had a large database
of customers and prospects that needed further contact. By outsourcing
the work to Blueberry they were able to ensure a steady supply of
incoming leads, maintain contact with existing customers and follow
up prospects without taking staff away from the core business of
supplying products.
Solution: Blueberry spent some
time training Probos staff on telephone techniques in order to get
the best results when following up existing customers and lost quotes.
We then called ‘cold’ contacts in order to introduce
Probos, identify key buyers and buying cycles and provide information
of warm prospects. This dramatically reduced the workload on Probos
while providing them with detailed information of which customers
to contact. Probos then sent appropriate catalogues and information
or, for prospects looking to buy immediately, called directly to
provide advice and take orders.
Results: With Blueberry focussed
on cold calling and contacting prospects the volume of calling increased.
This campaign is currently in progress but so far has provided Probos
with a large number of contacts and details about the products they
look to purchase. These contacts include several FTSE 100 companies
who we have identified as having a large spend on promotional goods.
Also by providing a dedicated approach to calling we have helped
raise awareness of Probos and their expertise throughout their target
markets.
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