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An Architectural Design firm wanted to end the feast or famine revenue cycle that often plagues the nature of the architectural business. They needed a more effective way to be marketing their services to their next client without wasting a lot of time, while servicing their current clients. The goals they established for evaluating email marketing as an alternative new business prospecting method were:

• Eliminate “Just Send Literature” responses on replies
• Entice prospective clients to become informed on their services
• Help prospects to self-qualify themselves
• Obtain 50% closable ready-to-buy sales leads for their services
• Keep lead costs under $250/lead and pay only for performance

Their measure of success was easy to understand … Ready-to-buy pre-qualified client prospects that wanted to meet with them to discuss a new design assignment. To accomplish their objectives they employed a revolutionary email-marketing tool for reaching the "real buyers” of products and services in B2B markets. The results: 65% closable sales leads, at a cost of $150/lead.

As an architectural firm, they were successful but felt that they were often being asked to bid on jobs because of their perceived project specialization or fees instead of the uniqueness of their work or their professional reputation. They typically relied on referrals to find new business. Often referrals did not work, if the firm was stereotyped based on their most recent project or perceived fees. In addition, referrals are not always timely with current schedules or worse do not produce a new assignment when it is needed.

They wanted to augment referrals with a more cost efficient and reliable alternative for growing their sales that would not take a lot of their time. Besides they wanted to do what they love which is being an architect not marketing. But, how?

Generating new sales, which is the lifeblood of every business, is not easy, but it is especially true in the architectural business. When you are the product or service you supply to your clients, you barely have time to do anything except consulting work. Selling yourself and your firm to your next client often is neglected, but at a tremendous cost of down time in billable hours. Not to mention the aggravation you wind up placing on yourself for not planning ahead. Such is the conundrum of almost every architect torn between today’s assignment and tomorrows.

To resolve their dilemma they decided on email marketing because it was substantially more cost effective in terms of producing and delivering communication messages about their firm’s unique capabilities. I also allowed them to focus on going after projects that were not only within their expertise but exciting and challenging by sharing their ides, plus the speed email provides in getting to market was also important. However, which email marketing company?

After much research and evaluation, they choose IntelliLeads.com. Why because they offered a number of unique differences to their competition most importantly:

1. Guaranteed High Quality Sales Leads
2. Pay-For-Performance Pricing
3. Measurable ROI

The firm believed that in order to break through the competitive wall of client indifference they would have to reach their audience with more than the promise of the usual sales benefits of price, quality and delivery. Because IntelliLeads uses problem/solution selling that speaks to the customer in the way that benefits the customer first, they believed this would give them a substantial differentiation between themselves and everybody else vying for the attention of their potential clients.

 

IntelliLeads is an intelligent method for reaching the “real buyers” in selling consultative products or services in B2B markets. First, the right prospects are enticed with a thoughtful proprietary email format. Second, high probability prospects are informed with a new marketing tool called an IntelliAd. Finally, IntelliLeads claim to deliver 50% closable sales leads.

"We were skeptical at first that IntelliLeads actually could meet the high expectations we were looking for, but they delivered as promised. We cannot sell our services unless we get a chance to get in front of our prospective clients. Using IntelliLeads we were dumbfounded having prospective clients calling us for meetings to present our capabilities!"

Anonymous by Request Philadelphia, PA.

"When this architectural firm came to us and said, ok prove it, we did! We were delighted with the results they achieved with our IntelliLeads service. It just proves our philosophy of putting our customer and our customer’s customer first pays big dividends and everybody wins."

Mr. Robert J. Hennessey, VP Marketing IntelliLeads

IntelliLeads™ is the ideal solution for obtaining buyers in business-to-business markets or industries where:

     1. Information is essential in a consultative type sale
     2. You are selling products/services from $5,000 to $10 million dollars
     3. Face-to-face meetings are usually necessary to close sales

For Achieving:

• Increased Sales
• Improved Market Penetration
• Expansion Into New Markets
• Improved Productivity & Measurable ROI
• Selling Expense Reduction

Businesses that could benefit from using IntelliLeads are just about any type from manufacturing, to distribution, services and communications and any size business from SOHO to Small Business to large Enterprise companies. Therefore, while you are taking care of business, IntelliLeads is developing more business for you.

The first step in moving from “just send literature” to face-to-face client meetings is to contact IntelliLeads, Inc. by phone toll free at 1-866-875-2534 or at their website www.intellileads.com. Then decide which of their marketing campaign options is right for you. IntelliLeads offers three levels of participation: SOHO/Solo Professional, Small Business or Enterprise.

Next, you will need to determine which type of campaign message is appropriate for your market audience. IntelliLeads offers six campaign message templates they call an IntelliAd. These proprietary sets of sales message templates excel in convincing prospects to become ready-to-buy IntelliLeads.  

You will need to provide existing written information, your website URL or at the bare minimum, identify sources within your organization or by contacting sales representatives or customers that can provide information about how your firm went about solving new or existing problems, developed new solutions, or how your thinking outside the box has helped your customers.

Armed with the facts IntelliLeads will prepare your all your campaign materials. There costs are extremely reasonable starting from less than $100 for a solo professional, to $200 for a small business, to $300 for large businesses.

Finally, you will need to secure a mailing list. You can use either a postal or opt-in email mailing list if you have one. Then either upload your own opt-in email mailing list at the IntelliLeads™ website or have them secure an appropriate mailing list of the target audience you want to reach with your message. Here is a tip. If you do not already have a good prospect list of mailing contacts to use for your campaign, IntelliLeads suggest you contact the trade organization in the industry you are trying to promote to obtain a list.

This is a good idea because trade organization membership lists by definition are opt-in lists, which mean the members have already indicated their interest in receiving quality information about their industry. IntelliLeads can also secure for you an opt-in mailing list for your campaign.

A computer with Internet access and email capability is all you need to take advantage of the IntelliLeads service. Finally, you can schedule your email marketing campaign for immediate or a future delivery date of your choice to coincide with a coordinated multi-pronged marketing campaign, or simply when it is ideal for you.

IntelliLeads is an intelligent method for reaching the “real buyers” in selling consultative services in B2B markets. First, the right prospects are enticed with a thoughtful proprietary email format. Second, high probability prospects are informed with a new marketing tool called an IntelliAd. Finally, IntelliLeads claims to deliver 50% closable sales leads.