Lead Generation into SMEs and OMBs
The greatest challenge for professionals targeting the SME market is that there are so many SMEs and they have wide and diverse needs. The trick is to segment them into groups, so that you can approach them with messages that will be relevant to them. In other words if you take a targeted approach you will be more successful.
The simplest way to segment your market is by sector, for example; Hospitality, Motor Trade, Healthcare, Insurance etc. Our clients have become creative in their targeting, often considering a service line and a sector. A couple of recent examples are; a European VAT and Transfer Pricing message to Manufacturing firms and a LLP conversion for LTD companies where EBIT is in excess of £350k.
The service from Chartered Developments will take you from a tentative concept through to positioning your partners / directors in front of the right decision makers, and then help you nurture the relationship. Our service can be broadly split into four areas; Data Provision, Telemarketing, Pipeline Management and Business Development Training.
Databases of SMEs / OMBs
Our database management and management information teams will be happy to discuss all your data challenges. You can simply buy lists of businesses to target or create a complete data management system that constantly feeds the right prospects for your marketing activities. This could include amalgamating your own marketing data, new data on targets and even your own client data into a marketing program.
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Telemarketing to SMEs / OMBs
A more tailored message is more likely to be productive. The relevance of the message and how it relates to the market, costs, strategy or structure of the company can be very compelling. The most successful campaigns are based on a targeted sector approach, where the offering is introduced with a foreground message from previous experience, expertise or up-to-date industry research.
From social housing, to media and education, our team has the experience of discussing pertinent legal, accounting and financial issues with any company size in the target market. To learn more please look at our case study and letter of recommedation.
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Pipeline Management
Professional Practices have not yet mastered their CRM / Marketing databases / Pipeline Management. Prospective clients still slip through the net and either languish or get snapped up by competitors. Our support varies, depending on your size and sophistication, from full implementation of a marketing database to simply ensuring that your BD professionals get back in front of the prospective client at the right time.
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Business Development Training for Accountants
Our business development training for professionals is almost entirely concerned with making the most of face to face meetings, taking people from a relatively cold position through to wanting your services (or at least wanting to meet again to discuss a more formal proposition). For 14 years we have developed techniques for Accountants and Lawyers and more recently Pensions Professionals and Banks. You will see in our guidance section there are articles and many training downloads available (Fish Course – Part 1, Fish Course – Part 2, High Impact Programme).
