A Land Surveyor wanted to identify potential clients, so that it could adopt a targeted approach to promoting its services.

Solution

Having selected the key geographical areas of interest (linked to the location of its offices), consulting engineers practices were contacted by Competitive Advantage. In each case the consultancy introduced itself as calling on behalf of the client. In this way it avoided the impression that it was a sales call and helped to build awareness of the Land Surveyor.

Each call gathered details concerning the types of activity the practice undertook and the contacts responsible for each. At the same time it was established if there were any current requirements for Land Surveyors.

Information on current projects represented an immediate opportunity and were passed back to the Land Surveyor when identified for follow-up.

A detailed contact list was provided in an Excel format which allowed the Land Surveyor to undertake a mail shot to named contacts introducing themselves and their services in a context which was relevant to each contact’s interests.

Benefits

• The profiling exercise was low cost
• The project was quickly completed
• Information was provided in an easy to use format
• The client saved costs by undertaking the promotional mailing themselves in-house.