Case Studies

Engaging dmcg in your next project provides a number of benefits

  1. More cost effective than comparable services provided by direct marketing or freelancers
  2. Provides deeper expertise than medium to large agencies that typically assign junior people to your account
  3. Unusual depth of expertise in the insurance, managed health care and not-for-profit industries
  4. Business perspectives that includes both advertising agency and client side experience 
  5. Multichannel expertise including direct mail, outbound and inbound telemarketing, broadcast and print

 

 

What our clients say...

Ted is a highly skilled marketer with the knowledge and experience you need to complete a successful direct marketing project. Working with Ted in a consulting arrangement for over 10 years I can tell you his strategy is on target and will raise your response rates.Looking to improve your results? You owe it to your company to give Ted a call.

Paul Fulham, President
Zachry Associates

Generated b2b leads targeted to heads of Human Resources at large hospitals in the US – UMR, previously known as Avidyn

 

The Objective

Make 2 qualified face to face appointments per week per sales person

The Challenge

  1. Generate quality face to face appointments with sales pitch resistant C-level executives
  2. Secure one hour appointments without marketing support beyond the lead generation program
  3. Deliver sufficient leads to support a small sales staff in generating $1 million in new sales for each sales person by Year's End 

The Strategy and tactics

Locate a quality list consisting of heads of human resources in larger hospitals in the US market. Rent the names from the selected compiler. Clean up each record by outsourcing an outbound telemarketing group to call each record in order to verify the accuracy and completeness of the information. Once this is done, update the electronic database to a cloud CRM management system.

Following these steps, dmcg hired and trained an outsourced telemarketing group to generate the leads by phone.

dmcg created a direct mail package that preceded each call to soften the prospect for a lead generation call.

Appointments with full contact information were then communicated to a national sales team through the CRM database dmcg coordinated for this lead generation program.

Results

  1. 44 face to face appointments in a period of 10 weeks
  2. 27 sales phone leads
  3. New contracts under negotiation when the company pulled the plug on the product

The bottom line

Lead flow surpassed projections by over 200%

Primary strategy

The key element to success included the use of outbound telemarketing as the core medium to contact hard to reach senior executives.

All calls were preceded by a quality #10 personalized direct mail package that incorporated PURLS and all contacts received another direct mail package if they did not initially agree to an appointment.

dmcg created a landing page as an added support mechanism where executives could make their appointments online.