A determined approach to appointment setting resulted in sales on 34 % of the meetings and an increased turnover on 1.4 million Euro.
Through close collaboration with Valeur, Hørkram Foodservice acquired an effective tool to control their pipeline while increasing the revenue in several different geographical areas.
A pioneer in the field of appointment setting
Hørkram Foodservice is one of Denmark’s biggest catering services with over 6000 clients. The company had never used telemarketing services before, but after a good dialogue with Valeur they decided to initiate their first campaign.
“There is no tradition for using telemarketing and appointment setting in our industry, so it was completely new for us”, comments John Astrup, CEO of Hørkram Foodservice. “However, we could easily see the potential in adding more meetings to our routes in certain geographical areas – and the results has definitely exceeded our expectations.”
A serious cooperation secures a high hit rate
It is necessary to establish a common understanding between the client and Valeur and a solid preparation in order to create success with appointment setting. Valeur’s consultants had a whole day with Hørkram Foodservice to learn everything about the company’s values, culture, products and employees.
“It requires a high amount of trust to hand over your business-sensitive information, so it was crucial that Valeur’s consultants appeared professional and committed right from the start. They have managed to relate to our business and needs while taking a point of departure in our industry. This has been easily transferred to the outbound sales process. This has without doubt been the key to achieving so many quality meetings.”
Unexpected growth required adjustments
When Valeur initiated the appointment setting process, it became very clear that the main target group displayed a high interest in Hørkram Foodservice. The first weeks became very hectic for Hørkram’s Sales Representatives, but also here the strengths of a good partnership was highlighted:
“Hørkram Foodservice takes good care of their employees and we have managed to connect all the dots in the process”, says Klaus Valeur Leffers, CEO of Valeur. “We quickly adjusted our approach, so each Sales Representative had 2-3 meetings with new clients every week – in that way they were not thrown overboard with an excessive amount of meetings. This meeting frequency fits perfectly with the agreed goal for sales.”
New orders are celebrated together
Kørkram Foodservices delivered good input in form of new prospects to Valeur, while they received a precise and systematic reporting.
“Valeur has consistently provided valuable information from every lead. We were prepared thoroughly before each meeting and we always knew if the potential client had specific needs”, explains John Astrup.
“In our weekly report, we could easily follow the development of the call list, the ranking of each call and who was assigned to each booked meeting. Through the whole process, the collaboration have been so close that we have perceived Valeur’s consultants as our own employees. We have followed the same purpose and shared the joy of new orders.”
Hørkram’s results with appointment setting
Revenue on 1.4
Every 3rd meeting
leads to a new order
34 % hit rate
Appointment setting – Your way into the market
Do you have a product or a service, which is eligible for the market? Then appointment setting is a suitable strategy for interacting with potential clients.
Valeur pursues a certain strategy in order to book high-quality meetings. This strategy revolves around the policy that it is not a matter of calling as many leads as possible, but calling the right leads at the right time.
Can we help your company booking new quality meetings?