hearthunting: research and first contact for a one-person sales team.
At a glanceStarting point
Cold calls with research by hand, and nine out of ten rejections.
The challenge was complex: hearthunting works with market leaders in the haulage and logistics sector, where the search for suitable skilled workers, in particular professional drivers and dispatchers, is extremely difficult. „Das Verhalten hat sich verändert. Die Leute sind auf Facebook, auf Instagram unterwegs, nutzen WhatsApp als Kommunikationskanal und informieren sich vorher über Unternehmen", Sven Schön explains. Many managing directors in this sector are 50, 60 years old or older and have not yet fully caught up with modern communication channels.
For hearthunting itself, this meant the following in sales: cold calls with manual research were extremely time-consuming. „Wenn man das manuell macht, nimmt das sehr viel Zeit in Anspruch", says Sven Schön. In addition, the high rejection rate for cold calls put a strain on the team: „90 Prozent sind negativ, wenn es gut läuft. Wenn es richtig schlecht läuft, nur drei oder zwei Prozent positiv. Das ist auf Dauer nicht cool."
Solution
Two AI employees for a one-person sales team.
Sven Schön came across scoreprise.AI through LinkedIn: „Ich habe ein paar Beiträge von Niclas Barthélemy (CEO und Co-Founder von scoreprise.AI) gesehen, fand die spannend und interessant." At first hearthunting tried to build its own solution with the tool Make, but found: „Die Datenqualität war nicht richtig gut. Wir haben festgestellt, es funktioniert so nicht, wir brauchen Unterstützung."
hearthunting works together with scoreprise.AI and has two AI employees in the team, called Carl and Anna in the project. The first researches records and contact data from the target group and supports the sales process: he prepares first conversations and researches which positions are advertised on the career pages. The second writes to the researched contacts in email campaigns and, on the basis of the data, prepares emails that lead to appointments.
Research
Contacts from the target group
The AI employee for lead research collects records and contact data from haulage and logistics and checks which positions are advertised on the career pages.
Preparation
Notes for the conversation
Every first conversation comes with concrete notes, instead of the manual research that previously came with every approach.
First contact
Email and LinkedIn, personalised
The AI employee for first contact runs the campaigns, evaluates the replies and, where there is interest, arranges the first conversation on her own.
The aha moment
„Was ich als besonders wertvoll finde, ist diese Lösungsorientiertheit, dass man eben, wenn man Dinge anspricht, dann auch direkt in die Pusche kommt und Dinge dann anpasst und umsetzt und nicht lange braucht, Dinge anzugehen. Dieses Dynamische, das schnell vorankommen und loslegen.“
From the one task, filtering company data, more grew over time. New ideas came up during the work and were put into practice, rather than postponed.
Result
More channels, the same person.
The collaboration has taken a considerable load off hearthunting. As a one-man sales team, Sven Schön can now do more and cover more channels. Instead of time-consuming manual research and frustrating cold calls, the company now relies on outreach campaigns with qualified leads and prepared first conversations.
The findings also feed into the client business: hearthunting is considering offering an AI phone assistance service for recruiting departments that answers applicant questions, books phone interviews and provides HR teams with an email summary. „Das sind so Kleinigkeiten, die einfach das Leben für beide Seiten erleichtern", Sven Schön explains.
„Ich würde weiterempfehlen, weil es wichtig ist, sich darüber Gedanken zu machen, wie kann ich mich gut aufstellen als Unternehmen und die Möglichkeiten, die KI bietet, auch einsetzen. Viele denken: Da können wir einen Job verlieren. Es geht vor allem im ersten Moment mal darum, die Arbeit leichter zu machen.“
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