The Problem
During and after the sales cycle, communications between True Value Solar and their prospects and new customers was poorly managed. The result was that a significant proportion of customers cancelled prior to completing their deal.
The Solution
- Integrated the CRM database with our automation platform, Act-On
- Developed a comms flow that adjusted information delivery depending on the prospect or customer’s progress through the funnel
- Integrated sales calls, EDMs and SMS components
- Designed and created many items of collateral including eBooks, EDMs, proposal/quotations, installation appointment-setting and post-sales welcome packs
The Results
- Eliminating manual comms reduced head hours to the extent that it facilitated reallocation of human resources
- Responsive prospect nurturing program emails was 10% higher than normal emails
- More effective pre-sales comms doubled conversion rate of inbound leads to sales
Our emails were sporadic, poorly executed and labour intensive. Permission developed an engage-nurture-convert-support model which they are fully automating across marketing and sales and integrating with our CRM system. Already our lead conversions are significantly up.
David McCallum - True Value Solar
David McCallum - True Value Solar
