Case Study: B2B Direct Marketing
The Challenge
To persuade retailers who had historically refused meetings to actively seek an appointment with DPD.
The Strategy
To create a compelling, targeted ‘door opener’ mail pack focused on an innovative new home delivery service.
To emphasize the USP of the product – a one-hour delivery window – we guaranteed that a one-hour sales meeting would convince prospects to become DPD customers.
Predicting significant interest, we staggered our mail drop to allow the sales teams to follow up every contact.
The Results
The campaign achieved an exceptional 32% response rate. Meetings were arranged with 100% of those contacts and many of the biggest retail names – ASOS, John Lewis and iwantoneofthose.com – opened accounts. The appointments we generated also allowed the sales teams to successfully cross-sell other services.
Campaign achieved
32%
response rate
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