Multi-channel prospecting: 41 appointments in 20 days for Alliaverre

Objectives

Promoting Alliaverre's range of glass products

Qualify the needs of design offices, architects, joiners, metalworkers and glaziers for glass solutions adapted to their projects.

Position Alliaverre as a strategic supplier offering a complete range of glass solutions and customized technical support.

Generate qualified appointments with key decision-makers to feed sales teams.

Background

ReCom supported Alliaverre in its B2B prospecting strategy to strengthen its presence on the French market and expand its professional customer base. Alliaverre's objective was to develop its network of professional customers by targeting companies specializing in the processing, installation and use of glass products, while supplying its sales force with qualified appointments.

Sector of activity

Building materials

Target

Design offices, architects, carpenters, metalworkers, glaziers and building and civil engineering contractors.

Type of campaign

Multichannel 1 day/week

What we have implemented

→ Segmentation and qualification of contacts: Creation of a database of 951 companies targeted according to their activity and their relevance to Alliaverre solutions.

→ Provision of a dedicated Business Developer.

→ Automated email campaigns combined with telephone reminders.

→ Using LinkedIn and setting up Sales Automation campaigns to engage prospects before making telephone contact.

→ Alternate phone calls and micro-emailings to maintain regular contact with prospects.

→ Regular meetings with Alliaverre to analyze results and adjust strategy.

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