Elektro Hanza is an expert service provider in the construction industry, more precisely, Elektro Hanza provides their expertise through providing clients with a team of certified and experienced electricians and mechanics.
Their business process is very people centric due to the nature of their work, a lot of emphasis is placed on adaptability, for several reasons.
Firstly, sending large groups of employees on the field requires a lot of resources and energy and making sure that the field employees are satisfied is a priority.
Secondly, every client has different requirements for their projects which the project managers from Elektro Hanza take care of with great attention to detail. Elektro Hanza currently has a pool of 270 electricians and 30 mechanics on their payroll.
Elektro Hanza’s sales development methods weren’t developed to their full potential for a certain period, which caused a slowdown in closing new deals and involving themselves with new profitable projects.
Upon closely examining their methods and looking into the current market for the service Elektro Hanza provides, it came to our attention that their methods weren’t optimized for the current industry trends and needed rejuvenation.
The current situation with the lack of skilled labour, which Elektro Hanza provides is in high demand, which is known to anybody who has any dealings in the construction industry in Europe. What was unknown was just how high this demand is.
Large portion of our clients is found through our sales development method, however in this case, our reputation preceded us. Elektro Hanza’s Director, Marko Krajnc, found us through a word-of-mouth recommendation.
Despite its years of experience and many finished projects, Elektro Hanza had to earn trust of key decision-makers in a new target market. The Elektro Hanza team had launched several initiatives to gain new projects, but they would take time to bear fruit—and ROI. The company needed a solution that would deliver immediate, actionable results.
Not enough leads were being generated through conventional marketing methods.
Unfortunately, neither the social media channels nor the website were utilized to their maximum potential.
When it came to an appointment with leads, deals were rarely closed.
Due to the significant amount of time that was required to locate suitable projects, the team’s focus was drawn away from the primary business.
The first action we took is familiarizing ourselves with every service that is in Elektro Hanza’s offer, their referrals and certifications.
Then, we created a content strategy for their social media channels and improved Elektro Hanza’s website to attract more visitors.
This was followed by creating a starter database of those potential clients, which is built upon daily.
The next step was writing and enrolling effective email sequences and performing cold calling based on the knowledge obtained of our client and their services.
Our target was booking 2 appointments per week with a decision maker from the targeted companies.
Before we started with our outreach campaing we optimized the website and the visual presence of Elektro Hanza on social media channels, and prepared presentations and brochures which later on we sent to prospects.
Ultimately, we developed an outreach strategy, which consisted primarly of sending cold, personalized emails followed by cold calling when needed. Social Media Channels were used to reflect the company culture of the company. We had daily communication with our client and gave useful advice for successful sales meetings.
„Throughout our one year contract, the Prostruktion team consistently filled our pipeline with new prospects. Their assistance was crucial in opening up new markets for us.”
The results we will present here cover the period from January 2022 to December 2022.
Within this month we created a database populated with 52.292 contacts relevant to our clients’ niche.
During our outreach, we sent 61.393 emails of which 11.565 were opened, 1.749 were replied.
This led to 126 booked appointments, which is 3 appointments per week. Our initial target of 2 appointments per week was toped.
The revenue of our built pipeline is 7.427.564€. All pipeline deals need to be closed to achieve this.
In addition to several leads, our sales representatives were able to build up an extensive network of potential partners and customers. This will also make it much easier to find the desired contacts in other countries for future expansion drives.
- Maintain communication with sourced contacts from the pipeline and plan future collaborations.
- Research new target countries and expand our clients network to new markets.
