Project

Direct Marketing/Lead Qualification Program

Objective

Create a Database of Qualified Sales Leads for GroundScape Sales Staff

Execution

R solutions compiled a database comprised of potential commercial users of recycled rubber surfacing products. A direct mail postcard was sent to each contact and was followed up with a telemarketing call to further qualify the contact and to schedule visits by GroundScape representatives. Although positive responses of sales appointments or purchases of
2%-5% are considered successful in direct mail campaigns, following up with the phone call pushed our positive response rate past 23%! This allowed GroundScape’s sales staff to efficiently move through
the database to close only highly qualified prospects.