Real Estate: how to ensure uninterrupted communication and reduce the sales force
Wazzup integration case close up
The price of a qualified lead for a developer is high - apartments are bought rarely, not once a year and not once every five years. On average, large developers spend $200,000 to get at least 300 leads, of which only 60-70 will be qualified, so for any developer company it is extremely important to optimize internal sales processes and retain every client.
The main problems faced by the client were low qualification of leads from cold traffic channels, and low conversion to sales at intermediate stages of the transaction.
In real estate, prompt communication with the client is extremely important because of the high competition. Choosing an apartment or a house, the user communicates with a great number of developers and realtors and selects the best variant for himself, so it is necessary to answer the client quickly and efficiently close his objections before the competitors.
The main problems faced by the client were low qualification of leads from cold traffic channels, and low conversion to sales at intermediate stages of the transaction.
In real estate, prompt communication with the client is extremely important because of the high competition. Choosing an apartment or a house, the user communicates with a great number of developers and realtors and selects the best variant for himself, so it is necessary to answer the client quickly and efficiently close his objections before the competitors.
SOLUTION
Sales force automation
Around 70% of requests from cold sources of traffic (Advertising in social networks; Media advertising) turn out to be trash, and sales managers spend 50% of their working time on them. In order to optimize the sales team, we suggested to introduce an auto-funnel at the stage of qualifying an application, thanks to which a bot in messengers will be able to sift out trash leads and identify the need at the first stages of the deal, after which customers will be allocated to managers of the sales team depending on the type and class of property they are looking for. In addition, the use of auto-responders will help to quickly notify clients about working hours and answer in the event of a missed call, which can increase conversion from a qualified lead to a purchase.
Increase manager mobility
The main solution to the low conversion rate problem was to increase the speed of communication with the customer. Managers are often on the road, so they don't always have the ability to promptly write to the customer. Wazzup cross-platform allows you to answer the customer in whatever way is most comfortable for the manager at the current moment - via mobile app, from the Wazzup personal account, or from a window inside the CRM system, and in any case all your correspondence is stored in the CRM. Thus a manager always quickly responds even when he is not in the office - advises, can send photos or videos of the object, and if necessary, can quickly transfer the customer to another manager and the latter can immediately continue interaction with him, because he will see absolutely all the history of the communication.
Optimization of sales management
Due to the fact that all communications with the client are carried out within the CRM, sales head spends much less time to analyze the deal with a single client and evaluate the effectiveness of a single sales person, and clearly see and control the conversion at each stage, the correctness of the success of transactions, which increases the overall efficiency of the department, and sales head can manage more employees.
RESULT
Originally, the company had two sales teams for Business and Premium Properties, each consisting of 30 managers and one head of sales. The introduction of a set of solutions for automation and management optimization allowed the merging of the departments, leaving the 40 most effective managers and one regional manager. After 4 months of department's work in the new format, the total margin of one sale grew by 3%,
Due to the combination of automation solutions and increased mobility, managers began to spend 20% more time per day communicating with quality clients, and the average response time was reduced to 3 minute. As a result, after 4 months of work the average conversion from a lead to the sale increased by 10%.
Now the company is scaling, increasing its investment in marketing, and plans to bring back a second sales team in a new work format. We're sure they'll succeed with Wazzup!
Due to the combination of automation solutions and increased mobility, managers began to spend 20% more time per day communicating with quality clients, and the average response time was reduced to 3 minute. As a result, after 4 months of work the average conversion from a lead to the sale increased by 10%.
Now the company is scaling, increasing its investment in marketing, and plans to bring back a second sales team in a new work format. We're sure they'll succeed with Wazzup!
