Lead Generation Case Study

nlc Pty Ltd

Lead Generation Marketing

nlc stands for the novated lease company. Simple Truths developed a lead generation program that turned a passive client relationship  –  their client’s HR department – into an active sales channel where HR endorsed nlc.

STRATEGY

We requested internal email databases, or asked HR to issue the
electronic direct mail (eDM) on our behalf. We built a database of
55,000 names of which 28,000 were provided to Simple Truths as
email addresses. We designed a three-phased communications
strategy with each phase involving three email blasts, that focused on:

1. Building awareness of nlc
2. Incentivise participation in the promotion
3. Reward participants
4. Generate quotes

RESULTS

We built an active database of 4,800 interested or potential buyers
and generated over 2,000 actual quotes, with a further 900 people
referred under a member-get-member scheme.
The program provided a platform to communicate 9 times in 8
months, via eDM, and direct mailers that were desk-dropped.