IT SERVICES

Our client is a managed service provider offering a wide array of managed services: Managed I.T services and help-desk, Hosted PBX Cloud based telephone solutions, internet connectivity solutions, Office 365 integrations as well as a wide array of hosting solutions.

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CHALLENGE

Up until we came onboard, all of the sales were handled by the owner directly. Our challenge was to design, develop and execute a sales outreach program for our client from scratch. Our client wanted to expand their business significantly and finally be able to take a vacation with their family. We developed the talk-track, call lists and email drip list, in addition to cold calling, so our client could have a fully developed sales program for future reps. 

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STRATEGY

With our client being located just outside of Vancouver, we executed a sales outreach program that targeted suburbs in-and around our client's location and purposely avoided the over saturated markets in Vancouver and Surrey. We called local businesses in White Rock, Ladner, Tsawwassen, New Westminster, Coquitlam, Port Coquitlam and Burnaby.

Our call strategy was to have prospects open up about any challenges they were facing in their IT world, by letting them know similar challenges their peer group were facing. This strategy had the prospect do most of the talking by letting us in on what challenges they were facing.  Once the prospect finished opening up to us on a call, we'd supply our client's services as the way to solve their current frustrations and wrap that up into an appointment for our client.

When a high quality lead like this was passed on, all our client did was demonstrate how their company would solve the prospect's key issues during the appointment, provide a quote 24 to 48 hours after the meeting and essentially, close the deal anywhere from a week to two weeks later.  

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RESULTS

By generating so many opportunities in these smaller markets, our client was able to exceed their expectation. They were able to close 15% of the opportunities we generated (with an initial goal of 12%) By the end of the campaign, our client's service levels were maxed out and they were able to hire new staff, so they could finally take that elusive summer vacation that they'd been chasing since they started their business!