AISH case study · Promotional products
61 meetings in six months: appointment setting for Hand In Hand Promos & Sourcing
Hand In Hand Promos & Sourcing needed more conversations with businesses buying branded merchandise and apparel. AISH combined prospect research, personalised LinkedIn outreach, email and follow-ups in a six-month appointment-setting campaign.
Case study updated
The campaign at a glance
AISH's published campaign record reports 61 meetings booked, alongside 4,595 company heads and owners reached on LinkedIn, 580 LinkedIn conversations and 213 warm leads. These are reported campaign outcomes, not a promise of what another business will achieve. About these figures
- Client
- Hand In Hand Promos & Sourcing
- Business
- US promotional-products and apparel distributor
- Services
- Lead research, LinkedIn outreach, cold email and appointment setting
- Campaign duration
- Six months
The challenge: finding the right merchandise buyers
The client needed a steady flow of buyer conversations without the founder spending the working week prospecting. Its potential customers had different needs: a construction business might want crew clothing, while a corporate event team might need branded giveaways.
The campaign therefore used six audience segments: construction and trades, manufacturing, oil and gas, financial services and insurance, corporate events, and nonprofits. The relevant contact changed with the segment, from company owners and presidents to marketing leaders and event planners.
What AISH did
Matched the message to the buyer
AISH built segment-specific prospect lists and tailored messages to each business. The offer centred on a branded sample carrying the prospect's logo, giving potential buyers something concrete to consider before placing an order.
The sequence introduced the offer, explained the sample, added supporting context and closed politely. It was designed around a conversation about the prospect's needs rather than a single generic product pitch.
Connected LinkedIn conversations with email
LinkedIn was the initial touchpoint. Email then supported prospects at different stages: a fresh introduction for cold contacts, or a personalised continuation of an existing LinkedIn conversation for warm contacts.
The published account also describes three LinkedIn and three email follow-ups, spaced several days apart. Follow-up was part of the campaign, not treated as a separate source of newly acquired customers.
Used response tracking to adjust targeting
AISH recorded outreach activity and replies by prospect and segment. When acceptance weakened in financial services, the team shifted targeting towards corporate event teams. Interested conversations and warm leads were passed to the founder for the next step.
Reported results: where the 61 meetings came from
| Campaign stage | Meetings booked |
|---|---|
| Initial LinkedIn conversations | 31 |
| Email outreach | 18 additional |
| Subsequent LinkedIn and email follow-ups | 12 additional |
| Total over six months | 61 |
The wider campaign figures (4,595 LinkedIn contacts reached, 580 conversations and 213 warm leads) provide context for the activity behind those bookings. They are different measures and should not be added together or described as sales.
The published account does not establish how many meetings were attended, how many orders followed, campaign revenue or return on investment. It also does not give exact calendar start and end dates. Source and measurement note
What this case illustrates
This campaign illustrates how audience segmentation, a tangible product offer and coordinated follow-ups can be combined in B2B appointment setting. In AISH's reported breakdown, email and later follow-ups contributed 30 of the 61 bookings; the story is therefore broader than initial LinkedIn responses alone.
This is one campaign, not a controlled comparison of outreach channels or a market benchmark. The record does not isolate the effect of any single tactic.
Questions about the campaign
How long did the campaign run?
Six months, according to AISH's published case study. Specific calendar dates are not stated.
Which channels were used?
LinkedIn and email, supported by segmented prospect research, personalised messages, follow-ups and lead handoffs.
Were the 61 meetings also 61 sales?
No such sales figure is reported. The stated outcome is meetings booked; attendance, closed deals and revenue are separate measures.
Can another promotional-products company expect the same result?
This case is an example, not a forecast or guarantee. A new campaign needs its own audience, offer, qualification criteria and reporting plan.
Discuss your appointment-setting campaign
If you sell to businesses and need help reaching relevant buyers, talk to AISH about your audience, offer and what a useful sales meeting looks like for your team.
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