Group Satellite Doubles Direct Booking Ratio with LeadSquared

“Earlier, almost 70% of bookings came from channel partners, and 30% came directly through walk-ins, site brandings, and digital channels. With LeadSquared, more bookings started coming in, making it 70% from direct sources and only 30% from channel partners.”

Meenaz AmreliwalaHead of Marketing

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Increase in Direct Booking Ratio

90%

Reduction in Missed Opportunities

30,000

Leads Tracked Centrally

Streamlined

Channel Partner Management

The Real Estate Developer Loves LeadSquared for Its:

Ability to integrate with various platforms
Management of conversations on WhatsApp Converse

Engagement tracking via lead scoring
Re-targeting campaigns run via marketing automation

About Group Satellite

Group Satellite are Mumbai-based real estate developers with 60+ projects across the city. They were established in 1970 and deliver a set of integrated products and services in the real estate market in Mumbai.

Before discovering LeadSquared, the marketing and sales teams relied on Google Sheets and manual processes to help prospects find their perfect homes. Due to the challenges faced by the team in providing seamless customer satisfaction, they identified the need of a CRM.

Challenges Faced due to Manual Processes

1. Capturing leads from various sources on Google Sheets

Group Satellite had leads coming in from various sources—property portals, social media, YouTube ads, Google search, IVR calls, and from channel partners. Capturing and maintaining a record of these leads proved to be a challenge.

2. Data security was compromised

While maintaining leads manually, data security was compromised as information couldn’t be masked and could be openly shared among various stakeholders working on converting those leads.

3. Leads were leaking out of the funnel

Because all the leads were not captured and managed on a central platform, the team lost track of leads which eventually leaked out of the funnel. This resulted in poor ROI-driven digital campaigns as the tracking mechanism was amiss.

4. Missing out on opportunities due to lack of follow-ups

It wasn’t always necessary that the team could get in touch with the prospect immediately. Occasionally, they had to conduct follow-ups over a couple of weeks or even a month, making multiple calls. As the team started receiving a larger number of incoming leads, they struggled to keep track of these follow-ups and ended up missing potential opportunities.

5. Inability to identify lead stages

lead stages need to be updated correctly. But again, as it was a manual effort, the team would often have incorrect numbers.

“Initially when the team was using google sheets, there was a lot of data leakage happening. The leads that we were generating through digital channels, we were not able to keep a track of it”

Meenaz AmreliwalaHead of Digital Marketing

Group Satellite Doubles Direct Booking Ratio with LeadSquared

LeadSquared Helped Streamline Processes

As the team discovered LeadSquared’s real estate CRM, it helped them streamline the processes for all stakeholders—sales, marketing, and channel partner ecosystem. After implementing LeadSquared, they were able to –

Automatically captures leads across sources

Whether it was an incoming lead from a property portal, or a manual lead updated by the channel partner—every lead was captured and tracked centrally on the LeadSquared platform. It also solved the attribution issue for them that was often the cause of clashes among channel partners.

“A lot of processes were streamlined after LeadSquared came into the picture. We were completely done with Google Sheets and were able to track leads properly, take regular follow-ups.”

Meenaz AmreliwalaHead of Digital Marketing

Centralized lead capture ensures data security and follow-ups

After implementing LeadSquared, the team overcame data privacy issues and were able to also manage regular follow-ups without missing out on opportunities.

Marketing generates better quality of leads

Since the entire history was getting mapped on LeadSquared, the marketing team could run re-targeting campaigns and reactivate leads that had leaked out of the funnel. They were also able to engage with the leads better, thus, helping them get good quality leads back into the funnel.

“In terms of marketing, it helps us with lead score, run re-targeting campaigns, generate better quality of leads.”

Meenaz AmreliwalaHead of Digital Marketing

Sales teams don’t miss out on opportunities

The platform built transparency in sales processes and helped the teams track their outreach goals. They were able to stay on top of their follow-ups, thus impacting the conversion rate positively. With LeadSquared’s sales automation they set up alerts and tasks for the sales teams to touch base with leads at regular intervals.

“We can streamline processes better. The sales team is better able to track their leads, and we can maintain a better connection with the client.”

Meenaz AmreliwalaHead of Digital Marketing

Lead activity tracking and lead score help with better visibility

With the lead source being captured and attributed automatically, the team was able to understand which channel partner or direct channel worked best for them. They could resolve channel partner clashes with detailed activity logs and engage with leads better through omnichannel activities.

“We can manage Channel Partner clashes as well because we can track the entire history of the client. So, when the broker claims on the site visit that he got the walk-in, we have the proof to give him.”

Meenaz AmreliwalaHead of Digital Marketing

The Group Satellite team managed to invert the direct to channel partner booking ratio by building robust automations and streamlined processes with LeadSquared. They can now engage with leads better and have complete visibility on how each channel or project is performing for them. If you are also looking to positively impact your conversion ratios, try LeadSquared for Real Estate CRM now.