A company that conducts customer satisfaction surveys for automobile insurance firms and repair shops got a 15% response to a three-part mailing it sent out earlier this year. The budget was less than $100,000.
CSi Complete, Plain City, OH, launched a three-step dimensional mailing targeted at collision repair shops to set up telephone meetings with decision-makers at those shops.
For the mailing CSi used a combination of its house files and compiled lists from D&B, Zap Data and other sources, said Ernest Nicastro, president of Positive Response, CSi’s Dublin, OH-based agency.
All told, CSi has converted 10 new accounts from the mailing, which went to 300 prospects. Each account is expected to generate on average $2,200 a year in revenue, which in five years is projected to reach a total of $110,000, said Nicastro.
After each wave of mailings, CSi telemarketers followed up to book telephone meetings with the company’s director of sales, Erich Keller.
The first mailing,
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