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 is a Swiss association based in Geneva recognized as being of public utility and 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 organize company outings that are a big hit with employees.

Ideal Customer Profiles

Sustainable development, corporate social responsibility, sustainability, human resources

Our client's challenges

Our client was facing a number of challenges:

  1. 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.
  2. 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.
  3. 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

  1. Our multi-channel prospecting sequence (3 channels): emails, cold calls and LinkedIn messages. Each follow-up increases our chances of getting a response. Our sequence includes 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. 
  2. the icebreaker 100% personalized: For each prospect, our lead generation team writes a 100% personalized sentence that will be the first sentence of the first email the prospect reads. The icebreaker is written based on information available on the prospect's LinkedIn profile and the Corporate Social Responsibility or Sustainability section of the company's website. It's time-consuming research done by hand, but it's worth it. A good icebreaker increases the chances that:
    1. Our prospect opens our emails just as we often decide to open our emails based on the preview of our emails
    2. 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.
  3. Personalized images: On four of our follow-ups, we added personalized images using the prospect's first name, company logo, and LinkedIn profile photo. This makes our approach more original and sets us apart from the other prospecting emails our prospects receive. 
  4. Mention colleagues: the email 3 touches work best when colleagues' names are mentioned. It's also a time-consuming personalization process, but one that has proved its worth.

Reading time

10 mins

Published on

2 Apr 2024

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