Case Study - Small Manufacturer

Issues:

Company had an excellent reputation for quality and on-time delivery.  While they generated over 250 NEW leads per year, they were only converting 6% of those leads to actual sales - a waste of time and money.

Our Goal:

To increase sales conversion rates without discounting or sacrificing profit margins. 

Actions Taken:

• Clearly defined our ideal customers and specific criteria based on customer needs and company strengths.

• Developed compelling reasons (benefits) to choose the company, and reinforced this within all our marketing and sales efforts.

• Modified advertising and re-allocated dollars to improve lead quality

• Developed and implemented a multi-touch sales system which included adjustments to our quote process.
  

Results Achieved:

Within 3 months, the sales conversion rate incresed from 6% to 16% and the average customer transaction increased from $710 to $1,161 - indicative of the higher quality customers they were attracting.  Overall sales increased 14% during this period without discounting or eroding margins.