The Client Brief

UK Consumer Links were approached by Company X to run an outbound sales campaign for their domestic Gas and Electric business. Company X are a supplier and not a broker of UK Gas and Electric, they have a very simple set of tariffs and wanted our Agents to complete the full sale and energy switch. Company X supplied their own data (UK Homeowner Data), a dialler and their own web portal for full energy switches. However, we worked together to develop the scripting, criteria and objection handling training.

The Desired Output 

Company X wanted our Agents to complete the full energy switch for both Gas & Electricity.
They set a target of a minimum 2 switches per Agent per Day based on the following metrics:

• Data in Dialler Per Week 10,000
• Contact Rate % – 10%
• Contacted – 1,000
• Conversion to switch %  – 10%
• Switched (Weekly Team Total) – 100
• Contacts Per Agent Per Week – 100
• Conversion to switch % – 10%
• Switched (Weekly Agent Total) –  10
• Ave. Daily Switches per Agent – 2.0

Costs

Each Energy Sales Agent cost Company X £1,000. 

The total Monthly cost to Company X for Consumer Links was £10,000

The Actual Output

The Campaign started with its challenges as the Agents got to grips with the types of objections completing a full energy sale presents. After a couple of weeks, the numbers started to fall in line with expectations and now Company X have a team of Agents producing the results they want. This has allowed Company X to substantially grow their customer base and their UK Customer Service operation.

Below is an overview of the campaign metrics:

Summary

As you can see the campaign was very positive commercially and gave Company X confidence to expand their
teams within South Africa.

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