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Case Study -Love2Shop

Telemarketing and Lead Generation Case Study

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The Challenge

As the UK’s No. 1 multi-retailer gift card / voucher supplier Love2shop Business Services have in excess of 5000 existing and lapsed customers that need to be contacted at a peak time between October & November to help maximise Christmas revenues & sales and alleviate the pressure on the internal sales team who handle incoming leads at this busy time.

Approach & Result

Working with a team of two telemarketers over 8 weeks, we started by contacting existing & lapsing customers & by updating contact details. With knowledge of the previous year’s order, we discussed established & new products, ascertained current & future buying intentions &, where relevant, booked in a call for a Business Development Executive to close the sale. As this was GSA’s second Christmas campaign with Love2shop we were able to streamline all areas of our service for them which included:

  1. Hot keying immediate enquiries
  2. Working in a secure collaborative environment (live reporting & performance against KPIs)
  3. Real time lead transfer
  4. Up to the minute review of the sales pipeline
  5. Daily reporting updates on lead performance (Sale/No Sale)
  6. Weekly team teleconference calls

The campaign was hugely successful with confirmed orders of over £2 million by the end of the first week in December, far surpassing the previous year.

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