Case Study: Insuring the Market was Targeted

The Challenge: The client sought to sell its products direct, in addition to using intermediaries. AQL was asked to phone corporate financial directors to discuss a range of credit solutions. The specific challenge was to spearhead a new approach where there was no previous track record.

The AQL Solution: Three AQL consultants undertook an intensive briefing session for the client on the range of products they would talk about. Although the objective was to gain a face-to-face appointment there was a requirement to talk knowledgeably about financial products to financial directors. AQL consultants role-played with client personnel to exhibit a high level of knowledge and ability.

The Result: AQL provided a significant number of appointments and valuable market intelligence. This led to sufficient to a season of campaigning for the client. Calls were closely monitored by the client to help them increase their knowledge of direct marketing of their products.

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