The customer
Gamarra, with more than 150 years of history, is a company dedicated to the steel foundry, specialized in the railway sector, decided to undertake an expansion and integral expansion and integral transformation plan.
Up until the time of contacting the Cronuts team, the company used methods of customer acquisition customer acquisition methods traditional customer acquisition methodsThe company’s international expansion was not suitable for this type of business. It was evident that more modern and effective approaches were needed to achieve expansion to achieve the expansion objectives.
The challenge
In terms of marketing and salesIn terms of marketing and sales, the recruitment strategies previously used were mainly based on word-of-mouth and participation in trade fairs and promotion through
flyers
.
In parallel, competitors began to emerge competitors in Europe, as suppliers to suppliers from China and other companiescompanies, who employed keyword buying tactics Google keyword buying (SEM) tactics to gain to gain market visibility.
On the other hand, the digital image digital image of the company was outdated and did not reflect the renewed values of the organization. The The company’s LinkedIn profile lacked activity, and there was a need toand there was a need to significantly improve the profiles of the sales people.
In this context, we set ourselves the following objectives:
- Increase digital uptake from 0.5 from 0.5 requests per month or RFQ
(request for quotation
) to 2 requests per month. This involved increasing its presence in the railway sector and expanding its solutions to other industries. - Create a brand image image.
- Strengthen the online positioning.
- To provide the sales team with new sales tools to enhance their performance and achieve to enhance their performance and achieve the established objectives.
The solution
There was little budget and you had to get there faster than the competition. Therefore, it was decided to implement a digital strategy plan focused on understanding where potential customers were, understanding the value proposition and analyzing competitors.
In this way, the following actions were developed:
- Web improvementnew web site was developed focused on conversion, explaining its servicesexplaining its services, processes and highlighting the human team behind it, and taking into account the positioning keywords..
- Key words : biddingit was decided to bid on keywords (SEM) in the European markets in order to reinforce in order to reinforce the existing positioning and generate new generate new traffic.
- New workflowsnew workflows: monthly targets and a monthly objectives and a Linkedin workflow for prospecting leads. to prospect potential clients.
- TrainingThe sales team was trained in Social Selling tools through the use of
Sales Navigator
y
Linkedin helper 2
in order to be able to prospect potential customers and achieve the objectives. Once the social network connection request was accepted, the sales team could contact them and try to formalize a call. To this end, we experimented with different messages and interactions and defined a workflow to contemplate all possible scenarios and get the most out of them.
Results
- By digitizing the sales channel, we were able to go from 0.5 proposals per month to 15 proposals per month. 0.5 proposals per month to 15 proposals per month.achieving a significant boost in sales. sales boost.
- Creation of a strong and strong and recognizable brand image.
- The company’s profile on
Linkedin
its main recruitment channel, went from 150 followers from 150 followers to more than 1,000
followers
. - Creation of new processes and workflows.
- Training of the team in new techniques and work methods, achieving a great improvement in efficiency.
