Comment cette association a externalisé son acquisition de clients et obtenu 70 rendez-vous qualifiés avec des entreprises comme l’UEFA, TAG Heuer, Rothschild, etc.
More than 500 companies in French-speaking Switzerland were prospected 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.
of interested prospects
of responses
of interested prospects
of responses
Categories
Lead generation, sales prospecting, qualification of needs, booking of appointments
Services
Public interest association working to protect biodiversity
Time before First Meetings
5 weeks
Campaign Language(s)
French, English
The Client’s 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 - President - APIDAE
Our sales representatives become your B2B sales prospecting specialists to help you generate qualified leads in the sustainable development field. Make sure you use the best techniques to schedule meetings with your future customers.
About our client
Apidae est une association suisse, basée à Genève, reconnue d’utilité publique qui œuvre en faveur de la protection des abeilles. Le développement durable est un sujet d’actualité pour toutes entreprises, et la protection des abeilles est l’une des meilleures manières d’agir pour la protection de biodiversité. Apidae offre une prestation originale, clé en main, et concrète. Elle permet aux entreprises d’installer des ruches d’abeilles sur le toit de leur entreprise, ou à proximité de leurs bureaux. Les apiculteurs d’Apidae suivent ces ruches tout le long de l’année, et organisent également des sorties d’entreprise qui plaisent beaucoup aux collaborateurs.
Ideal Customer Profiles
Sustainable development, corporate social responsibility, sustainability, human resources
Our client's challenges
Our client was facing a number of challenges:
- Approach private companies, more specifically in the financial sector: Geneva is recognized worldwide as a financial center. We had to identify all the companies with more than 250 employees in the 6 cantons of French-speaking Switzerland.
- Precisely 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. In 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 hot topic, it's not a 'must have' but more a 'nice to have'.
The Solutions
- Our multi-channel prospecting sequence (3 canaux): emails, appels à froid (cold call) et messages LinkedIn. Chaque relance augmente nos chances d’obtenir une réponse. Notre séquence comporte 7 touches of prospecting: email 1, email 2, email 3, cold call, email 4, email 5 and connection on LinkedIn. Each of these reminders provides a little more context, in a condensed way, to bring value to our prospect.
- l’icebreaker 100% personalized: pour chaque prospect, notre équipe de génération de prospects écrit une phrase 100% personnalisée qui sera la première phrase du premier email que notre prospect lit. L’icebreaker est rédigé sur la base des informations disponibles sur le profil LinkedIn du prospect et la section « Corporate Social Responsibility » ou « Sustainability » du site web de l’entreprise. C’est un travail de recherche qui prend du temps et qui est fait à la main, mais cela en vaut la peine. Un bon icebreaker augmente les chances que:
- Notre prospect ouvre nos e-mails comme nous décidons souvent d’ouvrir nos emails en fonction de l’aperçu de nos e-mails
- Our prospects respond to our approach because a good icebreaker is disarming: it gives the impression that the emails have been written especially for the recipient.
- Personalized images: sur 4 de nos relances, nous avons ajouté des images personnalisées en utilisant le prénom du prospect, le logo de l’entreprise et la photo de son profil LinkedIn. Cela rend notre approche plus originale et nous différencie des autres emails de prospection que nos prospects reçoivent.
- Mention colleagues: la touche de l’email 3 fonctionne mieux lorsqu’on mentionne le nom de collègues. C’est aussi un processus de personnalisation qui prend du temps, mais qui a su faire ses preuves.
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