Case Studies
American Family Care
HEALTHCARE / FRANCHISE
2,300 Outbound Calls Generate 62 Appointments for a Fast-Growing Urgent Care Franchisor
American Family Care, one of the fastest-growing companies in the U.S., had two Directors of Franchise Development covering the entire country. Leads at Scale built a multi-unit franchisee contact list and ran an outbound call campaign: 2,300 calls, a 31.5% decision-maker contact ratio, and 62 appointments set.
American Family Care pioneered using a franchise model to provide non-emergency room urgent care: accessible primary care, urgent care, minor emergency treatment, and occupational medicine. Inc. Magazine has ranked it one of the fastest-growing companies in the U.S.
HEALTHCARE
FRANCHISE
USA
Use Case
Appointment Setting
Service
Prospecting at Scale
Client Since Pilot
KEY RESULT
2,300
Outbound Calls Made
62
Appointments Made
31.5%
Contact Ratio with Decision Makers
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THE CHALLENGE
Covering the Entire Country with a Two-Person Team
Ranked by Inc. Magazine as one of the fastest-growing companies in the U.S., American Family Care pioneered the franchise model for non-emergency room urgent care. Just two Directors of Franchise Development covered the entire country.
Their franchise growth effort faced clear constraints:
Prospective franchisee contacts had to be identified and researched before any calls could be made
The call campaign had to be completed before upcoming national trade shows and conferences
Multi-unit franchisees are historically difficult to reach, managing multiple franchise models and locations
American Family Care needed a turn-key way to contact prospects, qualify each one, and set sales appointments with well-qualified candidates.
THE SOLUTION
Prospecting at Scale for Franchise Development
Leads at Scale researched and developed a contact list of prospective multi-unit franchisees, then ran an outbound call campaign supplemented with branded emails.
What We Did
Researched and built a contact list of prospective multi-unit franchisees
Made 2,300 outbound calls supplemented with branded emails
Reached decision makers at a 31.5% contact ratio
Set sales call appointments and face-to-face meetings at national trade shows and conferences
THE RESULT
What happened over the engagement period
2,300
Strategic Research Calls
Each call targeted operations managers, business development directors, and executives at manufacturing facilities to verify capabilities and partnership interest.
62
In-Depth Conversations
Detailed discussions with leaders who could confirm co-packing capabilities, allergen protocols, and provide accurate partnership contact information.
The campaign produced 2,300 outbound calls, a 31.5% contact ratio with decision makers, and 62 appointments for the franchise development team. Appointments included both sales calls and face-to-face meetings with prospective franchisees at national trade shows and conferences.
THE IMPACT
Filling the Gaps for a Fast-Growing Franchisor
American Family Care runs a small internal team and relies on vendors to fill the gaps as the organization expands. Leads at Scale got the campaign online without wasting time, and the engagement gave a two-director team national reach:
Calls being made on their behalf within just a few short days
62 sales appointments set from 2,300 outbound calls
Face-to-face meetings booked with prospective franchisees at national trade shows
It shows that a two-director franchise development team can cover the entire country when prospecting, qualifying, and booking are handled for them.
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