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Case Study: How Intrigue and Personalization Helped a Marketing Firm Connect With Handpicked Leads

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Company: Babcock & Jenkins
Contact: Lisa Blank, Marketing Manager at Babcock & Jenkins
Location: Portland, OR
Industry: Marketing, B2B
Annual revenue: $12,400,000
Number of employees: 50

Quick Read

Relationship-marketing firm Babcock & Jenkins didn't just tell prospective clients what its integrated strategy could do; it gave them a true taste.

In a multi-layer campaign that kicked off with a package of brownies and a custom URL from a mysterious source, the company illustrated how it incorporates intrigue, personalization, humor, and a low-pressure approach to establish and advance client relationships.

The campaign achieved a greater than 50% response rate, strengthening the company's pitch in addition to building out its list of leads.


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Kimberly Smith is a staff writer for MarketingProfs. Reach her via

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  • by jan Scarborough Thu Mar 19, 2009 via web

    Congratulations on developing such a great and unique campaign! I am very impressed with the elements and results!

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