The problem
Scherer imports and distributes wines and champagnes in Switzerland. Thomas Chareton prospected there like many sales reps in the industry: by phone and through in-person meetings.
A method that works, but costs a lot of time:
- Calls made without knowing whether the prospect is ready to talk
- Travel for meetings that were not always qualified
- No mechanism to warm up accounts before the first call
A lot of energy spent before the first real conversation even happened.
The solution
LinkedIn to open the door
Thomas launches his first LinkedIn campaigns with Jova. He identifies office managers, wholesalers and merchants, and starts the conversation with contextualized messages.
The phone to convert
He did not drop the phone, he saves it for prospects who have already shown interest. He now only calls the most qualified ones.
LinkedIn and phone on key accounts
On his priority accounts, Thomas combines Jova prospecting and phone calls. That combination is what opened the door to a key account.
Results
- First opportunity within 7 days of launching Jova
- 23% reply rate on his LinkedIn campaigns
- €100k in opportunities generated in 30 days
- 1 meeting booked with a key account following Jova prospecting combined with phone calls
The phone remains central. But it is no longer used for cold calling: it is used to convert.
