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Case Studies

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Electronic Engineering

         

          The first hurdle we usually have to jump is helping people to understand that there is no such thing as a niche industry. Some products may require serious technical training to design and assemble, some services may be uniquely tailored to one sector, but one thing remains constant regardless of industry: Helping prospective companies understand why they need our clients.

          When we had our first meeting with this company, their database was out of date and limited, and they relied heavily on being approached by their clients. They also wanted to move into new industries and needed our help targeting the best companies to approach.

          Once again it fell to us to create and expand a useful and up-to-date database. We started by cleansing what they already had, finding the most appropriate decision makers, obtaining direct dial phone numbers and verifying the correct email addresses.

          We then had to put our money where our mouth was, supplying a host of new companies and contacts they could work with, just as we promised.

          We worked through hundreds of possibilities across all the technology sectors that would apply. By the end of 10 days we had a database a multinational company could be proud to work from. Then it just became a question of what to do with it.

          After much discussion and back and forth emails, we finally got the go ahead to start calling. Getting this client sales appointments was not down to an exhaustive knowledge of their products, but down to our expertise in explaining their benefits and strengths.

          We arranged introductions between our client and many new companies they never would have thought of approaching. Understandably, they were pleased with the results.

 

 

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