Case Study – ZercoPrint

HOW ZERCOPRINT OUTSOURCED THEIR WAY TO LEAD-GEN SUCCESS WITH BIZ DEV PROS

When ZercoPrint, an innovative print company specialising in supporting the NHS, needed more leads to be generated they came to BDP to create and execute the right sales strategies and activities to launch and grow their business.

BOOKING APPOINTMENTS WITH DOCTORS: FROM STRUGGLE TO SUCCESS

Sales Director, Paul Rowe turned to outsourced sales experts BDP to help them build their sales funnel in a very unique business area: selling printing services within the legal and healthcare sectors.

Initially, Paul says, “We were struggling to find the right approach and had limited resources to really test the market,” but after doing their research they realised that these organisations print such a lot of paper that they could offer them real savings.

The next challenge was to get engaged with these notoriously hard-to-reach individuals.

“It can be very difficult to get an appointment with any doctor,” says Paul, “which is why we looked at outsourced options. And I’m so glad we did!”

ABOUT ZERCOPRINT
Zerco is a leading supplier of print solutions with an innovative new solution to revolutionising the way businesses procure and manage their printing needs.
Zerco Print is revolutionizing business with a model that offers top quality printers at absolutely no cost with the only fees paid based on the volume of printing – costs normally incurred in addition to the cost of a printer.

THE JOURNEY BEHIND BOOKING THE APPOINTMENTS

When Paul hired BDP to help them with their social media and telemarketing, BDP helped them far more than just by putting out a bunch of tweets or pieces of content. “They built an understanding of pain points of our target audience and developed a pipeline of prospects that were nurtured until they were ready for sales engagement”, says Paul.

After a few weeks, the result was massive success.

“The success of this campaign has been amazing with a flow of 5 to 10 really well qualified appointments booked each week. I think this is testament to the team at BDP who take the time to understand not only what we are looking to achieve, but what will work with our target customers. They cracked it and now I wouldn’t go anywhere else frankly, think how hard it is to get an appointment at your doctors? But we now have appointments with doctors every week.” Paul Rowe – Sales Director.

HOW DOES IT WORK?

“What is more, every single time I’ve been to a surgery to talk about saving money on their print – typically at least £4,000 – the customers, or rather potential customers, have been so well qualified, they know I’m coming, they always tell me about us in some detail! They really grasp it very fast and every appointment has been high quality thanks to BDP and that leads to better conversions.”

BDP have qualified to the point where I almost didn’t need to be there, but I have gone there, and I have given them the reassurance and signed them up.”

TURNING ON AND OFF BUSINESS DEVELOPMENT RESOURCES LIKE A TAP

“We use the BDP team like a tap. They are so agile and have met our needs completely, turning them on when we need qualified leads. Long term we plan to increase that investment and eventually treat them like a valued employee; long term they will be a crucial partner for our success.”

WHY WOULD ZERCO RECOMMEND BDP?

“Clearly I would recommend BDP. I would attest that apart from the fact they’re effective, they were flexible, agile and persistent. They got the deal and now I wouldn’t go anywhere else for our qualified business leads.

WHY CHOOSE BDP?
– Tenacious
– Value-adding
– Effective
– Flexible
– Agile
– Persistent
WHAT YOU GET…
– Well qualified prospects
– Educated prospects ready to sign
– Complete understanding of your audience’s pain points
– A thorough process that goes from creating a pipeline, to nurturing prospects and getting them ready for sales…

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