TESTING THE TESTING MARKET
The client provides extensive vehicle testing facilities and wanted to offer these to a new industry sector. Initially, the client believed communicating the technical nature of the services could only be handled in house by experienced engineering personnel.
The AQL Solution:
After an extensive client briefing with two AQL consultants a campaign was developed to target specific types and sizes of companies. The calling approach required some knowledge of the engineering facilities, which was not highly technical. AQL’s objective was to determine the needs of prospect companies for component testing and qualify the level of their interest.
Through the 4 week campaign, AQL forwarded a significant number of interested prospects to the client with one lead converting to business before the campaign had even been completed. AQL also provided our client with market intelligence that enabled them to modify their offering to this new market.