About our client

Fahrwerk Winterthur - a HIAG project offers 10,500 m2 across four floors, perfect for diverse commercial or industry purposes, with spaces starting at 1,500 m2.

Ideal Customer Profiles

  1. Company qualification criteria:
      1. Companies with several locations in Switzerland but not yet in Winterthur. An example is a company based in Geneva, Zurich, Basel, and Bern but not yet in Winterthur.
      2. Companies with several locations in Switzerland that could already be located in Winterthur, but may want to relocate to our larger/better space.
  1. Prospect qualification criteria:
    1. Branch/site/facility manager, Managing director, and CEO/founder

Client’s Challenges

  1. They have to find tenants to rent the space in Fahrwerk Winterthur.
  2. The premises will only be ready in mid-2025, so the prospect must be keen to reserve the space before then
  3. The company must be mainly located in the German-speaking part of Switzerland. Identifying the company location and researching whether or not they need: a new location to relocate or open a new office/warehouse is a must

The Solutions

  1. devlo identified 605 leads from different companies in Switzerland according to .the ICP (job title, location, etc.).
  2. This identification includes and is not limited to what kind of products they have, the need for a new space to showcase or store the products, the need to relocate, the most appropriate person to contact, etc.
  3. Gather all valid information and import it to CRM. Create a creative sequence divided by 2 different outreach methods, such as emails and cold-calling. Run the campaign systematically, including following up on the interested reply, cold-calling the prospect to give them more context of the offer, and completing the CTA to book a meeting.

Our results

Out of the 622 initial leads we contacted, 11 of them are interested in the project, and 3 of them have already booked a meeting. The rest of the metrics are the following:

  1. 87% open rate
  2. 26% click rate
  3. 73% reply rate

Key takeaways

  1. Adjust the prospect’s preference for contact and the delivery of our message
    Some leads prefer to have a phone conversation instead of replying to our emails. This way, they will have a better opportunity to ask what our offer is exactly and how it can attract their interest. Having a clear and brief offer in our emails is also important so that they have a good understanding from the first email they read. 
  2. Know the product
    The leads tend to ask whether the space we offer suits their business. Therefore, it is important to identify the prospect in the first place so we know that we contacted the company suitable for the project and their business activity.
  3. Know the client’s availability when scheduling a meeting
    In this specific campaign, Dario, the point of contact, had limited time in his calendar for a meeting with the interested prospect. It’s important to have good and easy communication with the client to have a fast response in terms of availability whenever we have a prospect interested in meeting them.

Reading time

10 mins

Published on

22 Apr 2024

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