Post by account_disabled on Feb 25, 2024 7:09:59 GMT
“I have been burned in previous experiences with Digital Marketing, I have already spent a lot of money and wasted a lot of time. I wouldn't want the same thing to happen again." “My goal is to use Digital as if it were a salesman: it must provide me with requests for quotes, qualified contacts who, thanks to our Customer Care and sales activities, can transform into full-fledged customers”. These are the words of Francesco, Managing Director of Tecsaving, when he contacted me way back in 2019, after he listened to my talk during a training event for managers and entrepreneurs. Let's immediately frame the context: Tecsaving is a company from Vicenza that deals with industrial air conditioning for large warehouses and warehouses and its target is exclusively B2B , therefore warehouse owners, artisans, owners of company warehouses with a significant size.
How did we manage to register so many Chinese Europe Phone Number List leads (and then sales) to a company in such a specific industry? First of all, I want to tell you that I will not spare myself in this case study: in fact, it would not be enough to reveal the results achieved. A real case study is one where not only performances are communicated, but also: the problems, what didn't work the obstacles experienced along the way the (realistic) time during which the results were obtained the budget spent the people involved The starting situation: the SWOT analysis The first thing we dealt with was the analysis of strengths, weaknesses, opportunities and threats: marketing_SWOT_analysis If on the one hand Tecsaving boasted the fact of being among the very few companies selling industrial heat pumps in Northern Italy (its geographical area of interest) and of responding to a real need of many entrepreneurs to be able to have fresh air in summer and hot in winter, on the other hand the company was not known at all, so we would have faced the need to immediately make the advantages of the Tecsaving pumps understood.
Target analysis How do you convey the right message to the right people if you don't know the profile of your potential customer? Target analysis is used to understand: which channels are the target present on , therefore those that Tecsaving will have to attend what type of communication message to build to "speak the target language" and present Tecsaving as a solution to a specific problem To understand Tecsaving's target audience in as much depth as possible, we worked on multiple fronts. Surveys We carried out mini surveys both to the people with whom Tecsaving had made an appointment and to current and past customers, asking specific questions, such as: When did you realize you needed industrial air conditioning? If you no longer had to use industrial air conditioning, what would you miss most? Have you tried other air conditioning solutions? You abandoned them because… These types of surveys, fast and informal, can be sent via email using platforms such as Google Forms or SuveryMonkey PRO TIP : if the company has Customer Service, you can ask the team directly what all the useful customer insights are (better products, if there are complaints, questions and doubts and so on).
How did we manage to register so many Chinese Europe Phone Number List leads (and then sales) to a company in such a specific industry? First of all, I want to tell you that I will not spare myself in this case study: in fact, it would not be enough to reveal the results achieved. A real case study is one where not only performances are communicated, but also: the problems, what didn't work the obstacles experienced along the way the (realistic) time during which the results were obtained the budget spent the people involved The starting situation: the SWOT analysis The first thing we dealt with was the analysis of strengths, weaknesses, opportunities and threats: marketing_SWOT_analysis If on the one hand Tecsaving boasted the fact of being among the very few companies selling industrial heat pumps in Northern Italy (its geographical area of interest) and of responding to a real need of many entrepreneurs to be able to have fresh air in summer and hot in winter, on the other hand the company was not known at all, so we would have faced the need to immediately make the advantages of the Tecsaving pumps understood.
Target analysis How do you convey the right message to the right people if you don't know the profile of your potential customer? Target analysis is used to understand: which channels are the target present on , therefore those that Tecsaving will have to attend what type of communication message to build to "speak the target language" and present Tecsaving as a solution to a specific problem To understand Tecsaving's target audience in as much depth as possible, we worked on multiple fronts. Surveys We carried out mini surveys both to the people with whom Tecsaving had made an appointment and to current and past customers, asking specific questions, such as: When did you realize you needed industrial air conditioning? If you no longer had to use industrial air conditioning, what would you miss most? Have you tried other air conditioning solutions? You abandoned them because… These types of surveys, fast and informal, can be sent via email using platforms such as Google Forms or SuveryMonkey PRO TIP : if the company has Customer Service, you can ask the team directly what all the useful customer insights are (better products, if there are complaints, questions and doubts and so on).