Chromatography Sales: Lead Generation Campaign

The Client​

Positioned as one of the global market-leaders for the supply and manufacture of high-end analytical equipment​

Their cutting-edge analytical technologies are used for a wide range of chromatography and spectroscopy requirements. 

Offering analytical equipment and associated support services, their products can be employed in a variety of fields such as; pharmaceuticals, environmental measurement, life sciences and more.

Analytical Laboratory Equipment Manufacturer

Brief

A lead generation telesales campaign​

Although already well-established within the UK and Northern Ireland, we were asked to call prospects to promote their range of analytical instrumentation. We provided comprehensive sales reports detailing; timelines of expected key purchasing decisions, building a pipeline of future sales opportunities for the customer. 

We made it our goal to start conversations with brand new prospects, as well as speaking with existing contacts, to ensure we gave the client opportunities with industries they had yet to build a brand presence.

Over 3.5 leads and expressions of interest per calling day!​

Requirements

The client was so impressed with the results of the campaign, they immediately signed for a follow-on Lead Generation campaign on a larger scale! 

Delivery

From the first day of calling, we generated a number of strong, qualified leads​

After an extensive prospect list was devised and cross-checked with the client’s internal sales team, we began to make contact via email and telephone.

After finding a large number of decision-makers were uncontactable by phone in the first instance, we developed an engaging introductory email to build brand awareness and generate incoming leads for the client.

This was then followed-up with a highly successful telesales campaign.

Outcome

An increase in sales leads, new market intelligence and maximised brand awareness​

We took our client’s expectations and worked hard to achieve a result that was above and beyond their initial request.

We not only provided the sales leads that were the main goal of the campaign but also developed critical market intelligence and built on the brand’s presence in a number of new sectors.

The client’s brand awareness email was a breakthrough technique we employed to ‘kick-start’ a number of short and long-term sales opportunities.

The client was so impressed with the results of the campaign, they immediately signed for a follow-on Lead Generation campaign on a larger scale! 

Client Testimonial

We developed a great relationship with Network Scientific and their dedication to driving quality conversations with potential customers is evident. We appreciate their openness and approach to bringing value to our business development activities and will definitely be using Network Scientific again.

Marketing Manager, Global Analytical Instrument Manufacturer.

The Client

A leading player amongst construction management companies who delivers stability related construction services to the technical and scientific sector.

Their unique approach to project delivery allows them to deliver an end-to-end construction service which covers all aspects of fit out, installation, commissioning, design and more.

After working for a number of reputable construction organisations and life science businesses, the leaders of this company joined forces to create an effective consultancy and construction project management team.

Successful projects across 2024 include hospital fit outs, both private and public sector, as well as cleanroom installations, and stability chamber relocations.

Regardless of the modifications a space may need, the team are capable of executing all manner of modifications to prioritise space optimisation and storage capacity, no matter the project.

Read on to hear about how we generated more than 25 leads over a >40-week period with an average of 1 lead generated per 1.5 weeks

The Brief

To deploy a new way of marketing their business which doesn’t lead to the core Directors being distracted from their core services.

After spending numerous weeks discussing the planned activity and overarching approach to sales and marketing in the final quarter prior to kicking off this campaign, Network Scientific were prepped.

It was established from the get-go, the clear availability and allocated resource available from this construction company. Any sales and marketing strategy developed would need to be advantageous, not a hinderance.

Overall, we were briefed with the primary focus of increasing communications and building brand awareness, identifying warm interest where possible and converting accordingly.

Acting as a remote outsourced sales department and marketing department, we began with the building blocks of any campaign, database creation and digital auditing. As a leading scientific marketing agency, we were able to deploy both our internal consultants who reap years of hands-on experience within the lab.

From here, we could combine our professional digital knowledge with that of the day-to-day lab manager’s stability requirements and priorities. This meant we were able to identify the most suitable methods of building website traffic and visibility as well as an ideal prospect database.

Website Expansion

Deploying SEO, website management and content marketing expertise to develop a website expansion plan which prioritised key search terms and suitable services.

Lead Generation

Ongoing management of the company’s outbound sales activity which sees us nurturing prospects and contacts as they discuss their stability chamber requirements.

Campaign Highlights:

Highest performing LinkedIn post obtained 418 clicks alone and an engagement rate of 45.64%

LinkedIn impressions increased by 933% with a consistent and technical based posting schedule

More than 25 leads generated over a >40-week period and an average of 1 leads generated per 1.5 weeks

Highest conversion of a multiple chamber installation project which generated upwards of six figures

The Outcome

Rewarding telemarketing activity and technical website services

Using our in house team of technical sales professionals, and our extensive knowledge in scientific sales services, we built a long standing prospect database which is updated and maintained regularly.

After an initial period of perfecting the pitch, ongoing activity included converting prospect interest, nurturing leads and conducting follow ups. We captured interest with the unique knowledge the company had in terms of redundant equipment and both commercialisation and sustainability related USPs.

Pair phone activity with digital activity meant the new service pages and website content was executed to reflect key insights from our sales department.

Brand positioning was clearly defined across multiple marketing and sales channels, and with this came a successful influx of new leads

The Outcome

The curation, design and build of 9 new website pages and counting, paired with an average of 1 lead generated per 1.5 weeks

Not only have we continued to build a pipeline of current and future interest in the company and their stability construction services, but we recently received feedback that a lead generated for multiple new compact chambers to be sourced and installed had converted with a value of over six figures.

Since then, our marketing strategy as expanded to account for new channels, including email. The newly launched website pages are containing to show success in Google search, with multiple page 1 rankings and over 600+ positions climbed across 31 initial keywords.

Campaign Highlights: 

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Read more about our scientific sales and scientific marketing, or get in touch to discuss how we can help your business grow.

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The curation, design and build of 9 new website pages and counting, paired with an average of 1 lead generated per 1.5 weeks

Not only have we continued to build a pipeline of current and future interest in the company and their stability construction services, but we recently received feedback that a lead generated for multiple new compact chambers to be sourced and installed had converted with a value of over six figures.

Since then, our marketing strategy as expanded to account for new channels, including email. The newly launched website pages are containing to show success in Google search, with multiple page 1 rankings and over 600+ positions climbed across 31 initial keywords.

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