Solution Cases

Lead Research Experts has conducted hundreds of research projects. Below are sample solutions.

Financial Services Firm

Challenge

This benefits management client had a target list of companies who offered a “defined benefits plan” for employees. There were more than 1250 targets on the list of companies based in the Midwest. Missing from their list were email addresses and website URLs for the company. In preparation for a marketing event and long-term relationship building they allocated time for an assistant to research the web addresses and attempt to get emails through a telesales effort. Obviously this was pure drudgery. Without surprise very few email addresses were acquired. In some cases, the “sales producers” were spending valuable sales time doing research to be better prepared for telesales campaigns.

Solution

After discussing the project and working through a sample of 35 companies, we provided a fixed fee to research and append the needed data for their database. We were able to use our web tools and a research analyst to structure a project to automatically find and append the data they were after.

After completing the project we were able to find and verify about 75% of the contact email addresses appended (netting out the companies without websites or a known contact). Website addresses were also found automatically with the tool.

Result

The company now “owns” the data to effectively approach key contacts and companies in their target market. With an email address and weblinks their producers are able to dramatically improve their market intelligence for telesales, appointment setting and delivery of their company offerings through email and their newsletter. The cost of the project was about $1.25 per company researched or about $1.75 per contact and email fully identified.

Outsourced Staffing

Challenge

A professional HR outsourcing firm had recent success marketing their services to community banks.  The hot button for banks was the challenge of staying up to date on federal compliance laws affecting their staff. Typically this expertise was not in-house. The business development and sales team was eager to go after this market, but had little market intelligence other than ad hoc Internet searches, checking social media sites like LinkedIn and other online databases for C-level contacts.

Solution

The Lead Research Experts staff worked with the client to define their geographic territory, profile the banks (assets size, employee count, etc.) and to source lists where key data could be found. An online directory was found that sorted community banks by county and city. No contacts were available. We proposed a two-stage research project where we could data mine the online directory and structure a second search to find C-level contacts and email addresses at the banks. Many of the community banks had several branches so we focused on two key contacts per holding company. We also reviewed Jigsaw to see if the contacts could be sourced there. Unfortunately less than 20% of the banks were listed.

Starting with about 1800 banks in a wide geographic area, we were able to cull the list by working with banks that were within 75 miles of the resources performing the work. We also eliminated branch offices and focused on C-level contacts for each holding company. Our research provided numerous contacts and through detailed review of the bank profile, we added to the database to allow multiple contact points for each account. Where publically available email addresses were added to more than 80% of the bank contacts.

Result

Before the project, the client did not know the size or identity of its target market. After the project, the client was able to get key firmographic data and C-level contacts with an email to begin their approach strategy which included, telesales, follow up emails and appointment setting.