How This Tech Manufacturer Improves Its Sales Efficiency and Reduces Labor CostsPractical Cases

How This Tech Manufacturer Improves Its Sales Efficiency and Reduces Labor Costs

Author:JINGdigital
3 MIN READSep 30, 2018JINGdigital’s Marketing Automation solutions can help sales teams improve their conversion rates with lower labor costs. This is done by turning potential customers into buying customers more efficiently and shortening routine ordering processes. Customer Background:This company is a global diversified technology manufacturer that produces thousands of innovative products. It is a market leader in markets such as medical, highway safety, office equipment, and optical products. It provides products and services to customers in nearly 200 countries around the world, where it changes the way of how people live and work with its products. Challenges: The sales leads are not scored before delivering to the sales team, resulting in low efficiency in the sales process; Manual prioritization of sales leads is lengthy and cumbersome, which causes salespeople to spend a large amount of time to do repeated qualification tasks. JINGdigital Solutions: Know more about the followers “personally” and improve customer retention on the company’s WeChat Official AccountDuring offline exhibitions or events, B2B brands can recruit a large group of potential customers. Potential customers can scan a specific WeChat QR code from a salesperson or exhibition materials, by which the brand can record the information of the new follower. Each QR code would trigger a customized welcome journey to interact with the potential customer.This process leaves potential customers with deepened brand impressions and helps on brand education, which improves the follower retention rate of the brand Official Account. Additionally, the brand can create tags for actions of the potential customers performed on the WeChat Official Account, which builds up fuller follower profiles.  Implement a scoring strategy and then follow up by salesWith step one, the brand is able to build fuller profiles for potential customers on WeChat. Additionally, JINGdigital’s lead scoring function can track the followers’ actions on the brand’s Official Account such as reading or sharing posts, commenting, clicking menus, entering microsites (websites hosted within WeChat), as well as other behavioral data such as frequency or duration of the actions. The scores are constantly being updated based on customized lead scoring rules, which include action details, the score for each action, and expiring rule. Salespeople thus are able to identify the qualified followers who reach the threshold scores to initiate 1-on-1 follow-up, which improves sales efficiency.  Integrate with the online store to reduce sales leading time and labor costsLong-term clients in B2B industry order with high frequencies, which requires a lot of manual input from salespeople. JINGdigital connects the brand’s online store with the brand WeChat account by setting up an automatic journey, which leads the followers from the Official Account to the online store. Not only the purchase process is smooth, but the history is also tracked as well: The order info is synchronized with the brand’s central CRM system.The brand transforms the WeChat Channel by partnering with JINGdigital and executes the marketing practices mentioned above for 9 months. The brand is able to reduce labor costs by 25% and increase B2B sales efficiency by 30%.

JINGdigital’s Marketing Automation solutions can help sales teams improve their conversion rates with lower labor costs. This is done by turning potential customers into buying customers more efficiently and shortening routine ordering processes.

 

Customer Background:

This company is a global diversified technology manufacturer that produces thousands of innovative products. It is a market leader in markets such as medical, highway safety, office equipment, and optical products. It provides products and services to customers in nearly 200 countries around the world, where it changes the way of how people live and work with its products.

 

Challenges:

  1. The sales leads are not scored before delivering to the sales team, resulting in low efficiency in the sales process;
  2. Manual prioritization of sales leads is lengthy and cumbersome, which causes salespeople to spend a large amount of time to do repeated qualification tasks.

 

JINGdigital Solutions:

  1. Know more about the followers “personally” and improve customer retention on the company’s WeChat Official Account

During offline exhibitions or events, B2B brands can recruit a large group of potential customers. Potential customers can scan a specific WeChat QR code from a salesperson or exhibition materials, by which the brand can record the information of the new follower. Each QR code would trigger a customized welcome journey to interact with the potential customer.

This process leaves potential customers with deepened brand impressions and helps on brand education, which improves the follower retention rate of the brand Official Account. Additionally, the brand can create tags for actions of the potential customers performed on the WeChat Official Account, which builds up fuller follower profiles.

 

  1. Implement a scoring strategy and then follow up by sales

With step one, the brand is able to build fuller profiles for potential customers on WeChat. Additionally, JINGdigital’s lead scoring function can track the followers’ actions on the brand’s Official Account such as reading or sharing posts, commenting, clicking menus, entering microsites (websites hosted within WeChat), as well as other behavioral data such as frequency or duration of the actions. The scores are constantly being updated based on customized lead scoring rules, which include action details, the score for each action, and expiring rule.

 

Salespeople thus are able to identify the qualified followers who reach the threshold scores to initiate 1-on-1 follow-up, which improves sales efficiency.

 

  1. Integrate with the online store to reduce sales leading time and labor costs

Long-term clients in B2B industry order with high frequencies, which requires a lot of manual input from salespeople. JINGdigital connects the brand’s online store with the brand WeChat account by setting up an automatic journey, which leads the followers from the Official Account to the online store. Not only the purchase process is smooth, but the history is also tracked as well: The order info is synchronized with the brand’s central CRM system.

The brand transforms the WeChat Channel by partnering with JINGdigital and executes the marketing practices mentioned above for 9 months. The brand is able to reduce labor costs by 25% and increase B2B sales efficiency by 30%.

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