A Story From the Front Lines of B2B Lead Generation: LED
Organizations everywhere had to make some tough business decisions when COVID-19 hit; this was definitely the case for one of our LED clients at Abstrakt. They felt the weight of COVID-19 and, unfortunately, made the decision to pause outbound activity for 60 days. While their B2B appointment setting activity was paused, they were still receiving marketing assets.
This story is a prime example of why businesses need B2B lead generation services now more than ever. Keep reading to learn more about the success that this LED company saw when they decided to continue activity. And, learn why our marketing assets program was a major deciding factor when choosing whether or not to un-pause activity.
Projects and Proposals—A True COVID-19 Success
When this LED company took a leap of faith and signed on for an LED lead generation program in the beginning of February, they had very little idea of what the next few months would hold. In the beginning of February, no one saw the pandemic coming. And even as things got serious around the world, the impact of this disease on our everyday lives and the economy seemed to unfold quickly right before our eyes.
No activity in April or May
This lighting and energy solutions company was eager to grow their business. Unfortunately, at the beginning of March, things shifted. They decided to implement in March as planned. Our team took them through the implementation process, making sure they had everything they needed to start their program and were set up for success. But, they felt it was in their best interest as a business to pause their program for the first 60 days. In April or May, our team was not working to build and grow their sales pipeline.
After two months of no activity, this LED company made the decision to un-pause activity and start their appointment setting program. They were definitely hesitant at first considering the economic hardships that many businesses like themselves were enduring. However, they took a chance and hoped that the appointment setting activity would generate consistent, high-quality opportunities for their LED business.
First deal closed with more on the way
We preach it to all of our clients because it’s true—it takes time to see results from an appointment setting program. But when your pipeline starts producing consistent opportunities, the wait is worth it. After just two months, this LED company was experiencing great success from their program.
Project deal closed. On August 17, 2020, after just 2.5 months of being live, this LED company closed a $36,000 project with a car dealership. The project was for LED lights to be installed on the exterior of their facility (in the parking lot). Car dealerships not only save money by doing this, but cars will look better at night since LED emits white light, similar to daylight. After closing the deal, the account manager confirmed with the contact at the car dealership that there might be potential projects in the future to install LEDs in the interior of the building as well.
5 proposals out. At the same time that this deal closed, our LED client also had five additional proposals out with different companies. Our client described one of these proposals as a ‘sure thing’ to close in the month of August.
The successes that this LED company had in August show what B2B appointment setting can do for a company. If you find high-quality prospects, cold call and email them consistently, and focus on qualifying and nurturing, you’ll build relationships with key targets. These relationships eventually lead to appointments, those appointments lead to closed businesses, and that closed business leads to long-term partnerships.
Teamwork Makes the Dream Work
Another noteworthy aspect of this story is the marketing collateral portion. In addition to their outbound/appointment setting program, this LED client also signed on for a marketing collateral program. This includes brochure design as well as sell sheets, case studies, pitch decks, infographics, videos, and more.
Ever since their program went live in June, this LED client mentioned on every call that they were blown away with our Marketing Collateral Project Managers and everyone else involved with their sales assets. They even said that their sales collateral was a major factor in deciding to continue activity on their account in June. This story is a true testament to the statement ‘teamwork makes the dream work.’ When all team members in our organization work together to deliver exceptional work, our clients are more likely to see success from all of our solutions.
During COVID-19, business growth probably isn’t even on your mind. It seems impossible, and really the only thing on your mind is trying to stay afloat. With B2B appointment setting services, you can grow your business even during tough economic times. In fact, now is the best time to grow, because prospects are without a provider in every market. If you’re a B2B business looking to grow, contact us today to learn more.
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