How We Secured
300 New Business Meetings
For An Employee Benefits Consultancy

Lead Generation For Employee Benefits Case Study:

Our Client

Capita: A leading employee benefits and pensions consultancy who simplifies the connections between businesses and customers, governments and citizens by delivering innovative consulting, digital and software solutions.

“An exceptional approach to telemarketing and a steady stream of high-quality appointments that converted to great opportunities for our sales teams.”

Lara DanielMarketing Manager, CAPITA

The Results

  • APPOINTMENTS GENERATED
    300 qualified appointments
  • PROSEPECTS ADDED TO DATABASE
    3500+ new prospects added
  • ACCOUNT DETAILS ENHANCED
    2500+ contact details updated

Target Clients

  • Chief Financial Officers and Financial Directors
  • Human Resource Directors
  • Pension Directors and Managers
  • Pension Trustees
  • Compensation and Benefit and Reward Managers

The Requirements

  • Gather intelligence on current arrangements, including review dates, actuarial valuation dates and any other plans prospects may have in the future;
  • Increase awareness of brand proposition through informed conversation and follow-up literature via email and post;
  • Three ongoing lead generation campaigns;
  • Identify and capture the details of key decision makers and influencers;
  • Proactively nurture prospects through to fully qualified meetings;
  • Create a pipeline of prospects who have agreed to future contact in order to arrange a meeting later in the year;
  • Ensure any follow-up activity is completed in a timely manner;
  • Manage consultant diaries and directly book appointments;
  • Provide timely reports that contain a high-level analysis of the outcomes of each campaign, with granular detail of individual calls;
  • Store intelligence gathered in database which is available to and remains the intellectual property of our client at all times.

The Results

The foundation of every successful campaign is a strategy for continuously measuring and optimising performance. To achieve this, effective communication is key. We regularly meet with our client’s team to conduct call recording appraisals and in-depth campaign reviews.

The following is a summary of our results to date:

Campaign 1: Pensions

34 appointments made
(12.72 hours per appointment)
Net positive engagement rate: 55%
166 new prospects added to database
523 account details enhanced
354 contact details added

Campaign 2: Pensions

75 appointments made
(6.72 hours per appointment)
Net positive engagement rate: 65%
155 new prospects added to database
659 account details enhanced
423 contact details added

Campaign 3: Employee Benefits

199 appointments made
(6.2 hours per appointment)
Net positive engagement rate: 72%
3226 new prospects added to database
1677 account details enhanced
1743 contact details added

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