How this association outsourced its customer acquisition and obtained 70 qualified appointments with companies such as UEFA, TAG Heuer and Rothschild.

Prospecting agency: How this B2B company outsourced its customer acquisition and obtained 70 qualified appointments with decision-makers.

More than 500 companies in French-speaking Switzerland were approached by our business development agency. The aim was to offer them the chance to install beehives on their premises, in order to help protect bees and biodiversity

13% · of interested prospects40% · of responses

Apidae

Public interest association working to protect biodiversity

Case study

Campaign details

Key results

Observed KPIs

13% · of interested prospects

40% · of responses

13%

of interested prospects

40%

of responses

Ideal Customer Profiles

Sustainable development, Corporate social responsibility, sustainability, human resources

Key takeaways

70 qualified appointments secured with major companies in French-speaking Switzerland in a single campaign
13% response rate and 40% conversion rate across more than 500 companies approached
Target sector: CSR, sustainability and HR managers in companies with more than 250 employees
Channels used: 7-step email and LinkedIn sequence with personalised images and hand-crafted icebreakers

Customer testimonial

"Installing beehives on your company roof doesn't spring to mind! That's where devlo came to the rescue! Devlo's knowledge and experience in sales development is what we needed to move forward quickly and meet qualified prospects. At the end of our first campaign, we had a 39% response rate and 13% of the prospects contacted were interested in finding out more about our association. Now it's up to us to make the most of this opportunity and convince new partners to support biodiversity with APIDAE!

Tanguy · Chairman · APIDAE

About our client

Apidae is a Swiss association, based in Geneva and recognised as being of public utility, which works to protect bees. Sustainable development is a topical issue for all companies, and protecting bees is one of the best ways to take action to protect biodiversity. Apidae offers an original, practical turnkey service. It allows companies to install beehives on the roof of their company, or close to their offices. Apidae's beekeepers monitor these hives throughout the year, and also organise company outings that are a big hit with employees.

Our client's challenges

Our client was facing a number of challenges:

Approach private companies, more specifically in the financial sector: Geneva is recognised worldwide as a financial centre. We had to identify all the companies with more than 250 employees in the 6 cantons of French-speaking Switzerland.
Identify the best Ideal Customer Profiles (ICP): for each Ideal Customer Profile (ICP), the decision-maker is different. For smaller companies, it is often human resources that decides on sustainable development issues. For larger companies, a sustainable development manager is often in charge of these issues.
Convincing people that it is essential to take action to protect biodiversity. Although it's a topical issue, it's not a "must have" but more a "nice to have".

Solutions

A 7-key multi-channel prospecting sequence
Our sequence combined emails, cold calls and LinkedIn messages (7 touches in total). Each follow-up provided more context, in a condensed way, to create value for the prospect.
Icebreaker 100% personalised (manual search)
For each prospect, our team writes a personalised first sentence based on the LinkedIn profile and the "Corporate Social Responsibility" / "Sustainability" sections of the company website. This manual work improves the chances of opening and response.
Personalised images to make prospecting stand out from the crowd
On 4 follow-ups, we added personalised images with the prospect's first name, company logo and LinkedIn profile photo to make the approach more original.
Mentioning colleagues at the right time
The e-mail 3 button works better when colleagues are mentioned, despite the extra personalisation work.

Contact

How to get more meetings: let’s talk

Share your goals and receive a concrete outbound plan prioritized for your market.

Results

13% · of interested prospects
40% · of responses

First name

Last name

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