CASE STUDY 1 - The Fast Sale Network

Below Market Value Property Leads

The Fast Sale Network approached us with their existing business model and explained that even though they were happy with the quality of the leads received via their local and national press advertising, they were not generating enough leads to grow their business to the requirements they had set themselves. They had tested other methods and they were having problems with the quality and conversion of their online leads.

Our Proposal

By using our network of data suppliers, questionnaires, surveys, SEO partners and call centres, we informed The Fast Sale Network that we could generate the details of a substantial amount of potential residential property sellers at below market value.

Our idea was to gather the data and send the prospect a simple post card with a call to action that would be answered directly by The Fast Sale Network. By using a low-key approach we found the prospect was more receptive to the proposition and even though the leads were received with full name and postal address we posted the card to ‘The Occupier’ only...leaving out their full details. The post card was very simple and asked the prospect if they were interested in selling their property quickly (even though we already knew they were interested). If the answer was yes, they were asked to call a free telephone number for further information.

The reason we used this method was because through experience we discovered a prospect who wished to sell quickly was usually selling the property due to a stress related reason including a death of a family member, divorce, loss of job, relocation of job, emigration or financial difficulty. The last thing they needed was an intrusive piece of direct mail and the most important thing was to get them on our side.

The Results

The Fast Sale Network now constantly uses this model and 15% response rates with a further 15% conversion from prospect to client is the norm. This method of marketing has reduced their cost per sale and is now proving more effective than off the page advertising in local and national press. By helping them to achieve their goals they have made a strategic decision to shift the emphasis of their marketing budget from the press to The Lead Management Company.

CASE STUDY 2 - A Major Utility Provider

Background

We approached the team in November 2010 to see if we were able to help them with their lead generation programme. They needed a prequalification filter before forwarding data to their call centre because a large amount of their agent’s time was being wasted by consumers who were either existing customers or who were not appropriate for this offer.

The Proposal

Consumers migrate to the our specific microsite/landing page through key word advertising. The offer asked the consumer if they were interested in worksheets to assist them and their children in school subjects such as maths, history, geography, science or English. The consumers clicked on the link and they were directed through a sign up process

After completing their details and clicking the submit button, the consumer is taken to the Utility offer. The offer was incentivised by the provider.

It is important to note that the consumer at this point had the opportunity to say YES or NO to the offer and if they are not interested they still receive their worksheets.

At this point we asked various questions of the consumer  and if they met the criteria - would they like a quote from an alternative utility provider.

The Data

The information requested above is collected along with name, address, DOB, email address, telephone number and the date when the data was collected. It is then forwarded to the provider on a daily basis

Results So Far

Apart from providing accurate data and of course bottom line sales, the other key factor for the utility provider was to ensure that we only provided consumers who paid their bills by standing order, direct debit or upon receipt of the bill. We were able to remove the ‘pre payment’ consumers by adding the simple question into the process. Again this helped to reduce wastage in the call centre and increase the ROI into the lead generation programme

When we started in December 2010, we were 1 of 9 preferred affiliate/partners. Due to the increased ROI, we were quickly allowed to increase the level of leads supplied. Using the same process since December, we are providing over 40,000 leads per month and following a recent review we now provide 50% of the data for the call centre. We are able to achieve this and still give them a return to sale of 10% whilst providing a professional, organized and timely service.