CUSTOMER:
- BLC Call Center — a company specializing in B2B customer acquisition for the PLAY network
- Krakow
- Interviewee: Piotr Bujakowski — call center president
CHALLENGE:
- Obtaining a regularly updated database of companies for the purpose of conducting telemarketing campaigns promoting PLAY’s B2B offerings
RESULT:
- Obtaining a B2B contact database that is frequently updated, ensuring that recipients haven’t yet grown tired of communications from other companies,
- Building a sufficiently large B2B contact list so that you can call potential customers infrequently enough not to discourage them from the service you’re offering.
The Business and Contact Database is a product offered by the analytical firm MGBI. It allows organizations to obtain up-to-date contact and financial information about companies.
What is most important to you when it comes to a business directory?
Quality is the top priority. Price is also important, but if my consultant has a high-quality database, their work becomes more effective, which will offset any higher cost per lead and also make the consultant more willing to make additional calls.
A satisfied customer and a motivated consultant are a boon to our industry.
What do you consider to be the greatest strength of MGBI’s business databases?
First and foremost, the quality of our service and our database, which has not been called through. The database is large enough that we can rotate through it, so customers will not receive a call from us more than once every 2–2.5 months.
If we had a smaller database, we would have to contact the same customers more often, which would lead to their frustration and requests to have their records deleted. This could cause the database to reach its capacity in the future.
In this case, we don't have that problem.
During audits conducted with our partner (the PLAY network), our communication and work style are evaluated. I recall that one of the key points they mentioned before starting to work with us was the quality of the database.
Data brokers often work with several call centers and sell data left and right, without considering the fact that in a given month they might sell the same database to two companies that partner with PLAY, for example.
I've never had that happen with MGBI.