Must Change to Succeed: 30% Annual Sales Increase! Awareness Reform in the Real Estate Field

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last updated：Mar 24, 2020

Discovering 'latent needs' increases annual sales by about 30%! The number of responses has increased 2.5 times in 6 months! A sales revolution in the mid-sized and small real estate industry!

A revolution is taking place in the construction and real estate industry. In an industry landscape where major players dominate and small to medium-sized enterprises struggle, we will introduce two companies that have successfully utilized the sales support tool "Salesforce" to visualize their sales activities, streamline their marketing efforts, discover potential customers, and reform their internal awareness. For more details, please download the PDF. 1. CRI Co., Ltd. (Logistics Real Estate) A logistics real estate company has dramatically improved the speed and quality of its sales activities, mastering the "information war" with its proposal capabilities. By standardizing the sales process and uncovering latent needs with the MA tool Pardot, they increased their annual sales by approximately 30%! 2. Sony Real Estate Co., Ltd. (Real Estate Sales and Brokerage) A rising star in the real estate industry has significantly streamlined campaigns and email marketing with Pardot, reducing the development period for new services to one-third and increasing the number of inquiries by 2.5 times in six months!

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■Background of Existing Issues and Introduction of Sales Support Tools 1. CRI Co., Ltd. ◯ Due to differences in business processes among companies before the management integration, sales methods were partially optimized by department, leading to inefficiencies. However, drastic changes were difficult due to past successful experiences. ◯ Customer and property information were managed individually by sales representatives and departments, which, despite the importance of proposal speed and information quality, required a lot of time for aggregating and scrutinizing property information, resulting in lost opportunities. ◯ Using a sales method that contacts customers only when needs become apparent forced engagement in information battles with numerous competitors, leading to unnecessary effort and potential loss of deals. 2. Sony Real Estate Co., Ltd. ◯ With business expansion, there was a demand to reduce CPA while increasing response numbers by 2.5 times. ◯ To strengthen customer attraction, there was a need to accelerate the PDCA cycle for service implementation and promotion. ◯ Due to internal resource issues, it was difficult to engage in time-consuming email marketing. *For more details, please refer to the materials. Feel free to contact us with any inquiries.