Effective sales strategy resulting in a 37% increase in conversion
Competition from new entrants in the online real estate market has resulted in an increased focus on improving lead conversion rate
Online realty platforms are witnessing a fierce competition from new entrants
Online realtors are witnessing high growth but at the same time are being faced with fierce competition that is fueled by a rising population of internet savvy individuals, increasing per capita income and rise in new entrants in the market.
Moreover, conversion ratio (total customers tapped to total leads generated) has gained importance as KPI in the market due to margin pressures.
Furthermore, data analytics is expected to play an important role in targeting the right set of customers and convert digital advetisment leads to profitable conversions
Case: NRI recommended solutions to improve lead conversion rate
NRI undertook a root cause analysis to identify the right channel amongst online, tele-calling and fleet-on-street to improve sales growth.
Post client buy-in, identified tele-calling sales channel for recommending improvement solutions. Conducted gap identification between current SOPs and ‘to-be’ SOPs.
Conducted workshops for recommended solutions such as accurate priority categorization for potential, target setting, incentive and training plans for tele-calling agents, among others.