Sales prospecting: 26 appointments in 20 days for Vialcom, maintenance and renovation specialist

Objectives

Present Vialcom's maintenance, facility management and renovation services
Qualify the specific needs of works and maintenance managers to adjust the offer
Generate qualified appointments to develop Vialcom's customer portfolio
Enrich Vialcom's prospect file by identifying relevant new contacts and activating old prospects to encourage the opening of new accounts.

Background

ReCom ran a multi-channel campaign for Vialcom, a company specializing in facility management, maintenance and renovation of commercial spaces, to promote its services and generate qualified appointments. The aim of the campaign was to present Vialcom's preventive and curative maintenance services, logistics and operational management with on-call services, as well as renovation and creation of points of sale, to the heads of works and maintenance departments of major non-food retail chains.

Sector of activity

Building

Target

Non-food retail chains in France, Benelux and Switzerland

Type of campaign

Multichannel 2 days/week

What we have implemented

→ 1 dedicated Business Developer, working at a rate of 2 days a week
→ Use of a telephone prospecting script to qualify needs and present Vialcom's services, particularly in facility management, on-call maintenance, and point-of-sale renovation
→ Activation of existing prospecting file and search for new prospects in targeted sectors
→ Sales Automation campaign via micro-emailing to stimulate contacts
→ Prospecting on LinkedIn with a profile representing Vialcom's image
→ Alternation of telephone follow-ups and personalized e-mailings to maximize contacts and appointments.vous
→ Sending tracked informational documents to prioritize telephone contact
→ Regular check-ins with the customer to monitor results and adjust the prospecting strategy
→ Restitution of the file with call outcomes to enable Vialcom's sales team to take over and carry out follow-ups
→ Ongoing enrichment of the prospect file and opening of new accounts through relevant contacts identified during the campaign

‍

This prospecting campaign enabled Vialcom to establish relevant contacts and obtain qualified sales appointments, thus encouraging the opening of new accounts and the development of its customer portfolio over the coming months.