The Consortium: Selling to Schools

Vicky Elliott, Commercial Manager with The Consortium, approached Chord with three requirements. She needed qualified sales leads from schools in Devon, South Wales, London and the South East, an improved understanding of The Consortium’s competition, and cleaner data in the firm’s marketing database.

Working from a target list provided by The Consortium, Chord called 555 schools outside the firm’s customer base. For each school, Chord updated the details on the list, such as phone number, fax number and email address, and recorded additional information required by The Consortium, such as key contact information and numbers of pupils.

Chord also identified levels of interest in The Consortium’s services. For each school contacted, the benefits of using The Consortium were clearly explained, and current requirements were identified.

“The major thrust of the campaign was to generate leads,” she observed. “Chord secured either warm or hot leads with over 46% of the target audience. That’s a terrific result.”