The company Triballi Consulting (www.triballi.org) was founded at the beginning of 2018 in Belgrade. It was founded with the aim to help companies primarily in generating qualified B2B leads, because we realized that sales channels have changed. Entrepreneurs need to understand that the ways people gain trust and make purchases, use services, and find partners are constantly changing. Businesses that do not follow the important and current trends of lead generation run the risk of being “overrun” by competitors generating leads online. Over time we saw a greater need for outbound services that followed the generation of leads, so we started with email campaigns and call operators. Many companies, especially hi-tech and IT companies, do not have a sales department at all. So, as a company, we offer these companies to let us handle the first front of sales, i.e., outsource it to us. This has proven to be a real hit, and satisfied companies working with us are a real indicator that we are on the right track.
Who are the companies that use your services?
The companies that use our services come from different niches. First and foremost, there are companies that produce products and services that they can and want to market in a foreign market, that want to find foreign customers, partners and investors, and of course there are hi-tech and IT companies that can work with customers all over the world, that want to rent their programmers to foreign companies that hire them because of the low cost, and that have their own software or application that they want to sell in the foreign market. The most important thing about the companies that work with us is that they not only have the opportunity to grow, but they also plan to expand their business in their vision and mission.
How can you help businesses?
First of all, we approach companies as partners in the desire to jointly try to achieve the set goals of our cooperation. We familiarize ourselves with the activities of the company we are working with. Then, together we define what the ideal potential ICP customer looks like in terms of size, territories, etc. When we receive the ICP, our team starts searching for companies that have the most ideal potential customers, and we try to get them to contact the companies that would be most likely to buy their product or service as quickly as possible. Our job is to give the companies a list of companies that have expressed interest in their product or service. The companies take charge of communicating with them, building business development with them, and trying to turn them into their customers.
What is the process of finding an ICP?
After creating the ICP and while searching for similar companies, let’s say we found 3000 companies that best fit this profile. Our team, in consultation with the client, creates a landing page with all the important information that might interest the potential customer the most, we run an email campaign, of course according to the GDPR rules, and send it to the list of customers we collected before. After the emails are sent, we monitor the opening statistics and note the companies that opened the email two or more times. We call such companies hot leads and send a list of them to the client for review so that they can continue contacting them and convert them into customers as soon as possible. If the client does not have a person in charge of the calls, our call operators call these companies and introduce our client’s services and make notes about them, which we forward to the client on a daily or weekly basis. In this way we spread the awareness of our client, and out of the 3000 potential clients we reach 100 to 300 companies that have expressed interest in cooperation.
How did you manage to position more than 150 companies in the market of over 30 countries?
Good question. As a small agency from Belgrade, we first tried to find out what are our advantages over the competition from bigger and richer countries. It was immediately clear to us that it is the price, because we are 4.5 times cheaper than the competition from Western countries, but we knew that the price is not the only reason why companies want to work with us. In the beginning, we tried to do every job we got so well that our customers recognized that and wanted to continue working with us. As we’ve worked together, we’ve realized that we have other things to offer our clients besides quality and price, and we’ve decided to treat them as partners and treat their business as our own. We are not a company that sells its services to someone and then disappears. We’re here, staying with the client, monitoring their results and helping them achieve them, both in marketing advice and technical issues. We want to build a relationship with each client where they are satisfied and willing to recommend our work to other companies, and I think we’ve succeeded in that.
