A 3-step sequence was built out to manage product/contact form submissions.
Rather than 'order taking' (supplying a price for the product) the sequence prompted the sales team to recommend similar options at different price points.
Acknowledging 'great taste' and the offer of a consult served to shift the conversation from an impersonal & cost-driven 'product inquiry' to a highly personal and genuine offer to help find the right options for the lead; paving the way for up-sell opportunities.
With a 6-click trick (thanks to HubSpot's quoting tool developments!), a design consultant can produce a slick quote that reflects the high-quality nature of the products.
Reviewing, delegating, & following up on product/contact form submissions was a 3-hr a week 'task' for the business owner.
Automation was developed to allocate a lead to the consultant a lead had worked with before, or the right consultant for them based on the nature of their inquiry i.e.
Contact owner is known, forward inquiry to contact owner
Contact owner is unknown, contact is managed by a staff member who specialises in the area of the contact’s interest
Historically, leads would submit a decision-stage product inquiry form or a contact form. To bridge the gap between consideration and decision, CTA's & pop up forms were embedded to the website, including "get the look book" and "get VIP access to sales".
Lead nurture automations were developed to show contacts 'the next step'; booking a design consultation, or a drip campaign showing remainder sale product.
A landing page outlining the Design Process was developed to explain the process, offering up the opportunity to book a design consult.
Contact/Product inquiry forms
Traffic to contact conversion
In embedding contact/product inquiry automation, RECIPE marketing has saved me 156-hours of time a year, that's about 4-weeks of my time each year.
- Valeria, studio italia, owner
Our weekly sales meetings have changed for the better. Instead of each consultant talking to what they're doing, we know what everyone is doing ahead of time, so we can coach, train and support our consultants on how to close.
- Joanna, studio italia, owner
