Their objective with Leadle Consulting was to set up a lead generation process in India through an effective outbound campaign.
A cash management vendor offering cash pick up and management services for banks, financial institutions, organized retail and e-commerce companies in India
Challenges:
They had a pan-India presence since 2005 and impressive revenue. To increase their growth potential, they wanted to penetrate into niche markets like petrol bunks and jewelry stores.
Unfortunately, these industries were unorganized and it was difficult for them to reach the right decision-makers.
Observations
In the case of traditional industries like petrol bunks, the decision making process relied extensively on owner’s approvals, and not necessarily on decision makers such as CFOs or treasury heads alone.
Solutions
- We decided to tailor our approach to target both the independent decision makers in treasury and finance roles, as well as the owners primarily through calls to see how it worked.
- We started with high-cash-flow industries like hospitals, retail outlets, and microfinance companies to build initial momentum before expanding into the niche segments.
Outcomes
- Cold calling remains highly effective in petrol pumps and jewelers sectors, driving 24 meetings in the last quarter. Multi channel outreach resulted in positive outcomes with 2 completed meetings.
- Hospitals continued to be a high-potential sector with positive engagement with a strong likelihood of conversions (2 completed meetings).
- We achieved a total of 24 meetings by reaching out to a maximum of 2000-24000 prospects in the pilot period of 3 months.