Lead Generation in the Health Services Industry

Location

• Nationwide

Services provided by Toucan

Appointment Setting and lead generation

To get on the Preferred Supplier list and Tender List

Background

A supplier of specialist equipment and services into NHS trusts asked us to find opportunities within the PCT (Primary Care Trusts)

Objectives

We were provided with a list of departments with a variety of different contacts that our client wanted an inroad to becoming a supplier

Feeding back information accurately and in a timely fashion to help create as many quotable opportunities as a team that we could.

How we did it

We assigned one internal sales agent with a backup from the team leader should it be required to look after the client and feedback on a weekly basis with full reporting and a team telephone discussion and update

On average calling 50 prospective contacts per week, we generated on average 1 appointment/opportunity a week.

The team understood the clients offering to the prospect and communicated this to enable that the appointments were qualified and met the client’s expectations

Outcome and deliverables

Cost of campaign £7800

Timescale 5 months

Number of appointment and opportunities generated 34

One opportunity generated potential yearly sales revenue of £4 million