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Below are a series of case studies that are examples of what ActionCOACH has done for clients all around the world.
Case Study #1: Manufacturer
Business Challenge: Company had an excellent reputation for quality and on-time delivery (won awards). Company was generating about 200 NEW leads per year but only converting 3% to actual sales – a waste of time and money.
Actions:
- Clearly defined ideal target customers and specific criteria based on customer needs and company strengths.
- Developed compelling reasons to choose the company – and reinforced this within our marketing and sales.
- Modified advertising to reinforce benefits and re-allocated dollars to improve lead quality.
- Developed and implemented a multi-touch sales management system, including quote process.
Results: Within 6 months, sales conversion rate increased from 3% to 12% and our average $ sale per transaction increased from $1,710 to $3,161. Overall sales increased 16% during this period.
Case Study #2: Contractor
Business Challenge: A local remodeling contractor has 32% closure rate from leads generated. He would like to raise his conversion rate, adding more business to the bottom line.
Actions:
- Developed and implemented a very specific Unique Selling Proposition to eliminate consumer issues in using these types of services.
- Developed and implemented a written warranty for his business, better than the industry standard.
- Developed and implemented a 5 point service guarantee for his clients to include quality, communicatino, etc. and used updated marketing material to convey this information.
- Developed compelling reasons to choose the company - and reinforced this within our updated marketing and sales.
Results: Within 3 months, sales conversion rate increased from 32% to 87% and added an additional $88,000 in revenue in the last month alone.
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