The monthly average rose from 30 qualified estimate requests (60 with the 50% out-of-zone) to 105 in-zone requests!
+23%
LEADS (SQL's) generated
By completely redesigning the site and exploiting paid AND organic acquisition channels, which wasn't the case before. Less dependence on SEA thanks to SEO, referrals, social campaigns and social networks.
+30%
CUSTOMERS thanks to Digital
Numerous inbound marketing & sales actions have contributed to increased sales. This is the result of constant optimization of the customer journey, better management of qualified leads and Marketing & Sales alignment.
About Trior
When we began working together in 2021, the TRIOR real estate network was facing the "post-COVID" period. This period was particularly and exceptionally lucrative for the real estate sector due to containment: private individuals were looking to sell their properties and move on. TRIOR feared a major upswing in the real estate market after this period (which proved to be the case). It was important to take matters into our own hands in time to limit the damage.
At the start of our collaboration, we had :
An average of 30 requests for estimates per month
80% of leads came from SEA + more than 50% of leads were out-of-zone (properties outside the municipalities handled by the agents)
Very little view of scheduled appointments and sales support.
No clear data on conversion rates and no automation
A non-optimized site with no focus on conversion and user experience.
TRIOR wanted toincrease the number of qualified leads for sales reps, but alsogain visibility over the entiresales process. We met these challenges thanks to our "results" vision,excellent collaboration and regular data-driven performance optimization.
Objectives
TRIOR wanted to rapidly develop the generation of qualified leads for its sales force. They therefore called on Stratenet to help them develop a more comprehensive Growth strategy.
Here are the main objectives of the new strategy:
Complete redesign of thewebsite and improved conversion
SEO optimizationand blogging
Creation ofconversion elements for different stages of the sales funnel
Increase the number ofvisitors, raise online awareness
Increase in the number of QUALITY leads andopportunities generated by online marketing
Improvedsales processes
Improve marketing and sales alignment, so that marketing budgets can be invested in what really generates customers.
Createperformance reports to view and measure results
Solutions deployed
Stratenet implemented a customized 7-step strategy to meet TRIOR's objectives:
Initial analysis and definition of SMART objectives Assessment of current situation and creation of measurable objectives to guide strategy.
Creation of a growth strategy Creation of a comprehensive development strategy integrating marketing and sales to support TRIOR's growth.
HubSpot implementation Deployment of Marketing, Sales and CMS Hubs to centralize data and automate operations.
Total website redesign Redesign website to maximize conversions and improve user experience.
Sprint action plans Implementation of quarterly plans divided into 2-week sprints to prioritize and execute actions.
Monthly performance reports Track results and make adjustments in real time using dedicated dashboards.
Ad hoc training Training of in-house teams for greater autonomy on tools and smoother collaboration.
Key actions implemented
Throughout the collaboration, several strategic actions were deployed:
Ongoing SEO and conversion optimization Improved SEO and site performance.
Content strategy and blogging Creation of an editorial calendar and production of content to attract qualified leads.
Implementation of a monthly newsletter Regular communication with the prospect base to keep them engaged and informed of new developments.
Optimization of Google Ads campaigns Collaboration with an external agency to adjust SEA campaigns and improve ROI.
Ebook creation Use of downloadable content to capture leads interested in TRIOR's services.
A/B testing of estimation landing pages Optimization of landing pages to increase the conversion rate of visitors into qualified leads.
Highlighting of intelligent CTAs and pop-ups Incentive to action via strategic pop-ups and call-to-actions adapted to visitor behavior.
Creation of nurturing email sequences Design of automatic workflows to move prospects along the buying path until they contact sales.
Sales team training Enhanced sales team skills to maximize the use of tools and increase their effectiveness.
Automatic lead nurturing and email templates Automate the follow-up of less committed prospects to increase the chances of conversion.
The benefits
Thanks to the implementation of this strategy, TRIOR now has a robust, high-performance digital infrastructure, enabling it to optimize its entire lead management process and improve the customer experience.
Automation of low value-added tasks Marketing and sales teams have been able to automate repetitive tasks, enabling them to concentrate on higher value-added actions.
Centralization of customer data Thanks to HubSpot, TRIOR benefits from complete visibility over team performance and the entire customer journey, from lead generation to conversion.
Autonomy for marketing teams The marketing department now manages multi-channel campaigns autonomously from HubSpot, while the sales teams use high-performance tracking and prospecting tools.
Improved data-driven management Information and results are now centralized and accessible via dashboards, enabling management to make informed decisions and adjust strategies in line with performance.
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