CUSTOMER SUCCESS:

New Subscriptions

New Subscription Campaign for a National Publishing Company’s Airport Magazine.

Outcome
Over a four-week period, CustomerLink reached the goal of 1,700 new subscriptions for this airport magazine. This was accomplished utilizing only 2,006 leads out of 11,000 provided by the client.

The Challenge
Maintain a rate of 6-7 new subscriptions per hour in order to adhere to the client's deadline.

The Solution
CustomerLink's representatives were already fully trained in business-to-business call selling within the publishing industry. Since CustomerLink was familiar with programs of this nature, ramp-up time was short and training minimal, resulting in cost and time efficiencies for the client. CustomerLink, an associate member of the Business Publishing Association, was able to start the campaign immediately after gaining script approval.

The client supplied CustomerLink with a list of airport-related companies. The sales representatives then navigated through gatekeepers to reach decision makers. CustomerLink followed the Business Publishing Association guidelines closely to gain subscriptions. CustomerLink used good questioning techniques when speaking with a decision maker, enabling the representatives to keep call times to a minimum, and stay on the client's strict time schedule.

The Results
With a dedicated team of professional business-to-business sales representatives, CustomerLink was able to reach the client's goal within the desired time frame. After having completed calls to just over 2,000 of the 11,000 potential subscribers on the list, the desired goal of 1,700 new subscriptions was met.