Sell.Do

Challenges Faced By Embassy Group

Management of high lead volume

This was perhaps the most significant challenge at hand. While there was a lot of interest generated from ad platforms and website, there was no organized method in place to map the buyer intent, bucket the leads as per their buying potential and track their progress in real-time.

New project launch

Since it was a completely new launch, the brand needed to build a strategy from the ground up to generate qualified leads, create a lead nurturing and lead scoring methodology and plan their entire media for ad communication.

Pushing leads for conversion

Even after identifying a considerable volume of ‘qualified leads’, the team was facing major difficulties in driving the leads to take significant actions like scheduling site visits or making a booking.

Our Approach

We developed a holistic strategy that involved automating the entire sales funnel and channel
partner management process via our in-house tools Sell.Do & IRIS

A dedicated CRM for real estate, offering 360-degree capabilities in lead nurturing, sales management, booking management and team collaboration.

IRIS

A custom-designed channel partner management portal to handle end-to-end operations; From channel partner onboarding to collaboration, along with handling channel partner incentive communication and payouts.

Initial measures

Exclusive event for channel partners

An exclusive meet was held to do a soft launch of the project and to educate channel partners about its one-of-a-kind lifestyle offering. Also, the event was hosted to create a buzz across the channel partner network in the region.

Call centre training

In order to keep customers interested in the project and not lose qualified leads, we developed an extensive training program which taught the sales team to have organic conversations with leads, rather than reading scripts off prompters. We developed detailed scripts as well which helped them take cues and offer the right information to the lead in the context of the questions asked.

Digital campaign

A digital campaign was devised for a 360-degree marketing of the project. This included creating a concept which was adapted into multiple ad communication formats, for a cohesive branding experience.

• Teaser phase - In this phase, we developed communication that created an aspiration for living a smart life in prime Bengaluru, while not giving away much details of the project. The communication was executed on select ad platforms to build awareness and generate leads, along with collecting data via lead forms and in-ad questions.

• Launch phase - After successfully executing our teaser campaign, we studied the data collected from various ad platforms to understand how the audiences were interacting with our communication and how we could develop a more targeted approach to announce the launch of our project Based on this study, we developed new communication which connected to the audiences at a more personal level, strongly invoking their desire to live a smart life while instilling trust about the brand and its legacy. We devised a full-funnel approach to capture leads from all popular ad platforms and nurture them in a systematic method which involved developing an intent mapping model, specific lead buckets and a lead scoring model

Our journey to automating the sales
funnel & maximizing bookings

Extensive call centre training

From prompting the customer with the right set of questions to giving in-depth walkthroughs of the project with complete finesse, our experts trained the internal sales team to foster organic conversations which generated genuine interest.

Channel partner event

Channel partners from various backgrounds were invited and were given a comprehensive download of the project, along with introducing them to our portals

Soft Launch

Creating a buzz in the market about the one-of-a-kind lifestyle in Bengaluru, gauging interest and demand.

Portal made live

Sell.Do integrated with the website and made ready for automatic lead capture from various ad platforms. Project setup done on IRIS for channel partner onboarding.

Call centre made live

Sell.Do integrated with the website and made ready for automatic lead capture from various ad platforms. Project setup done on IRIS for channel partner onboarding.

Internal training on portal

Complete training for all major functionalities and features of Sell.Do & IRIS conducted for sales members and channel partners.

Portal open to all channel partners

Started the onboarding of channel partners on IRIS with complete KYC, along with aligning their financial details.

Main campaign made live

Developed a more targeted approach to announce the launch of our project, based on learnings from soft launch.

Smart real estate salesvia end-to-end funnel automation Sell.Do | IRIS