Sales prospecting and closing for a second-hand platform

Objectives

Converting leads into "mature leads".
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Canvass independent shops to present the different offers proposed by the customer (advantages of installing automatic lockers or the "point relais" partnership).
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Qualification of each prospect via validation of prerequisites communicated by the customer to check the eligibility of contacts (available surface area, electrical equipment, opening hours etc.).
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Negotiation, reminders and closing.

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Background

ReCom has conducted a prospecting campaign to encourage the adoption of automatic lockers and/or to become a "relay" partner by independent retailers for a second-hand resale site.

Sector of activity

E-commerce

Target

Chains and independent retailers

Type of campaign

Multichannel without LinkedIn 6 days / week for 1 month + 2.5 days / week Closing

A full-time equivalent offer

What we have implemented

→ 6 ReCom Business Developers specialized in prospecting and trained specifically for this mission, operating 6 days a week for a month to generate leads on two specific offers.

→ 2 Business Developers dedicated to lead generation for the closing mission.

→ Adaptation of reporting to include customer-specific KPIs.

→ Processing 500 to 1000 leads per week, with a target of 70 to 80 calls per day per Business Developer, focusing on the conversion rates achieved.

→ Implementation of a customized sales pitch based on contacts' familiarity with the online sales platform and the locker concept, highlighting the benefits of this device for retailers.

→ Performance analysis via CRM, including restitution of contact data and call results to facilitate follow-up actions.

→ Regular check-ins to report on actions taken, analyze KPIs, and suggest ways of optimizing the campaign.