Real Results with MAI Voice
About the Client
Accurate Reporting with Data Management Technology
Customer Profile
Kohler’s American Club Resort is recognized as a Forbes Five-Star destination. It is one of only 76 worldwide and the only one in the state of Wisconsin. The American Club has also earned the AAA Five Diamond Award for 28 consecutive years.
Market
U.S. - Resort and corporate hospitality
Challenge
Generate qualified leads for off-season corporate bookings at the American Club Resort Hotel.
Expertise in Property Management Customer Support
Success with MAI Voice's Outbound Services
Scenario
Outbound Services to Prequalify Leads
Kohler Hospitality engaged with MAI Voice to develop an outbound program to generate qualified leads for off season (November through April) corporate bookings at the American Club Resort Hotel. Part of the initial process involved identifying appropriate databases to fit Kohler’s criteria: companies with $50mm+ annual revenues located within Illinois, Wisconsin and Michigan.
Approach
Outbound Services Utilizing Technology
The MAI Voice team researched the various list options that were available to meet Kohler’s specific criteria and ultimately procured a database of approximately 7,000 potential prospects. Working with Kohler, MAI developed the outbound scripting that would be used to:
- Identify decision makers
- Update contact information (i.e., email, phone, name, etc.)
- Qualify / score each prospect
MAI’s team was successful in generating 256 pre-qualified leads which were transferred to Kohler’s internal sales team for follow up. Of those leads, slightly more than 18% were deemed to be “A” and “B” leads and resulted in either proposals being submitted and/or promises of future business.
Benefits Summary
Outbound Services Created Increased Awareness
- MAI provided a cost-effective means of identifying and pre-qualifying prospects for the Kohler Hospitality internal sales team.
- Utilizing an expanded database and MAI’s outbound expertise, Kohler was able to create awareness and interest in the American Club Resort Hotel as a winter meeting venue among a new group of prospects.