B2B telemarketing in the Swiss property sector: over 30 prospects interested in an appointment

Find out how Abacus used B2B telemarketing and lead generation to meet qualified estate agents in French-speaking Switzerland.

Abacus used the expertise of our telemarketing agency and our lead generation team to promote its solution to estate agents in Switzerland, acquire leads and sign new contracts.

6% showed an interest in meeting our customer69% of them replied to our e-mails and phone callsWe did not track the email open rate in order to increase our deliverability. As 69% of prospects responded, the email open rate is probably in the region of 75% to 80%.Out of more than 500 prospects contacted:

Abacus

ERP solution for Swiss estate agencies offering rental management services

Case study

Campaign details

Key results

Observed KPIs

6% showed an interest in meeting our customer

69% of them replied to our e-mails and phone calls

We did not track the email open rate in order to increase our deliverability. As 69% of prospects responded, the email open rate is probably in the region of 75% to 80%.

Out of more than 500 prospects contacted:

of interest

69%

of responses

Ideal Customer Profiles

Director, General Manager, CEO, in real estate companies located in French-speaking Switzerland (French-speaking Switzerland)

Key takeaways

6% of prospects showed interest — out of more than 500 estate agents contacted in French-speaking Switzerland
69% response rate to emails and phone calls — first appointments within 12 days
Sector/target audience: estate agency managers with rental management needs — 1,600 companies analysed
Channels used: email and telemarketing in French, comprising a sequence of four emails and three cold calls

Customer testimonial

We were looking for a partner who would enable us to go cold prospecting and we had no experience in this area. My name is Stephan Nuzzolo and I'm the Director of Abacus Services. We have clients in three areas: real estate, fiduciary and construction. They have clearly different management characteristics. We need to build trust with our clients. To do that, we also need access to the decision-makers and, at the same time, reassurance about the new functionalities. I recommend devlo because they really understood what we were doing. They immersed themselves in the culture of our company and our products, and they kept an eye on the competition. Being local to French-speaking Switzerland also meant we had the right language and approach with our prospects. It went very well, and I really appreciated the fact that devlo took an interest in the structure of our products and really understood the context in which we were operating. The customer targets we decided on together were well worked out. Then, the script was very well produced, which enabled us to make phones that were very close to the reality we had in the field. We've had good results, and we've already managed to organise appointments with our customers. We've already managed to organise meetings with our customers, which has enabled us to make presentations very quickly, and then we've had a considerable number of prospects who are now listed and for whom we've sent documentation. I found the client approach · that is, being able to offer packages with clearly defined services and scope · very attractive from the outset, as it enabled me to define my campaign clearly and set a budget. This is an area where I really appreciated working with devlo because we had dashboards, so we knew exactly how the prospecting was progressing in real time. We had a session to understand the figures, to understand what went well and what didn't go so well, so we were able to take stock of the campaign. I was very satisfied in that respect.

Stephan Nuzzolo, Director of Abacus Services

About our client

Abacus is the market leader in Switzerland: over 100,000 companies use their software solution

Customer challenges

Our client has faced a number of challenges in terms of business development and B2B digital prospecting, such as:

An insufficient number of appointments scheduled for the inside sales team
An incomplete overview of their total market (TAM). Difficulty in implementing a prospecting strategy tailored to their size and potential
Difficulty in precisely targeting estate agencies that perfectly match their persona/ideal customer profile (ICP). For example, one very important qualification criterion is the selection of agencies with rental management needs, to the exclusion of property brokerage agencies (which do not have rental management needs)
Lack of time and resources to update their CRM contact records
Lack of time, resources and telemarketing expertise to accurately identify and approach the most qualified prospect/IT solutions manager
Lack of time and resources to generate B2B leads to invite to major events and trade fairs in the property sector
Last but not least, the challenge of staying at the top of the list in their target market, so that when these potential customers consider switching to another solution, they think of our customer's solution

Solutions

Our client chose our agency and a 4-stage structured methodology to outsource the acquisition of new customers.

Strategic launch set-up
Our team obtained secondary domain names, configured their DNS to improve deliverability and pre-heated the prospecting e-mail addresses to protect the main domain and limit the risk of spam.
Lead generation and account qualification We identified over We identified over 1,600 potential property companies in French-speaking Switzerland, manually screened and either qualified or disqualified each company, and then selected 300 qualified companies. For each, we identified the most relevant decision-maker, validated their contact details and generated useful personalisation information for emails and calls.
Multi-channel telemarketing (e-mails + phone calls)
Our sales development team deployed a multi-channel sequence consisting of 4 emails and 3 cold calls (with no LinkedIn messages in these campaigns), with Lemlist as the preferred tool for maximising the chances of conversion.
Qualifying and booking appointments
Our team qualified interested prospects according to the customer's process, booked appointments directly into their diary via their scheduling link and sent the summary of the qualification call.

Our results

Out of more than 500 prospects contacted:

6% showed an interest in meeting our customer
69% of them replied to our e-mails and phone calls
We did not track the email open rate in order to increase our deliverability. As 69% of prospects responded, the email open rate is probably in the region of 75% to 80%.

Key findings

Contractual timing is often the main obstacle
In many industries, prospects have just signed up with a supplier and prefer to be contacted later. As a result, they are often approached at the wrong time.
Document deadlines so that you can follow up at the right time
Our teams ask when the prospect's contract ends so that they can get back in touch before it expires and organise a demo at the most appropriate time.
Create a new comparison opportunity
This approach allows prospects to compare their current solution and consider a change of supplier without missing the next window of opportunity.

Contact

How to get more meetings: let’s talk

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

Results

6% showed an interest in meeting our customer
69% of them replied to our e-mails and phone calls
We did not track the email open rate in order to increase our deliverability. As 69% of prospects responded, the email open rate is probably in the region of 75% to 80%.
Out of more than 500 prospects contacted:

First name

Last name

Professional email

Company name

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