Our community is an ecosystem of small, medium, large and mega organizations.
Small and medium-sized businesses benefit most from our services platform. They typically don’t have the resources necessary to drive marketing, or to be represented at the statehouse legislatively through a lobbyist, or human resources support to recruit and search for talent. By joining the chamber, those businesses get assistance in areas where they can’t have a dedicated employee covering the role. We become their strategic partner.
Larger companies typically already have that infrastructure in place, so they tend to join us to be good corporate stewards and support a vibrant economic movement. In turn, we can continue to do good work in the region. Additionally, many of their customers are our members, so membership is a good way for them to reinforce their brand and support the community.
To continue to grow the chamber’s membership, I lead a team of sales hunters. They reach out to prospects and ask for an opportunity to explain the benefits of chamber membership.
However, there was a long process our team had to go through before they got to talk with a prospect. They needed to target, qualify, then reach out and attempt to book an appointment. Put all together, 65% of their time was spent in that outreach process. That meant only 35% of their time was spent actually talking with prospects.
That’s when I received an email from Belkins about their lead generation service. They offered a more robust, sophisticated, and professional service than the previous company, so I felt confident they would deliver on what they promised.
Currently, Belkins take care of our outbound process. I assisted in developing the messaging by providing collateral, and through a brief interview explained our value proposition. Belkins then pulled the messaging together and executed the outbound campaigns on our behalf. Through our dashboard, I can see the number of research contacts they’ve identified, the number of outbound emails, the number of opens, the number of replies, and what the replies are.
I review every inbound response and I determine through our CRM system whether we've already got a profile for them or not. If we do have a record, then we've likely already got someone attached to that account, so I'll forward that message to them and ask them to follow up and book the appointment.
Where a prospect responds with ‘not now’ we do the same process, we just mark our calendar forward a few months. If they decline a meeting, we update our CRM system typically follow up in six months.
I’ve been delighted with the collateral, the web presence, and the reporting. I’m particularly impressed with the team and their communication skills. Anytime I send our account manager an email with an update or a question, he’s always quick to reply.