The challenge: managing, qualifying and following up with leads
The solar company struggled to manage its leads, qualify prospects and follow up with customers. The team needed a clearer process for gathering information and moving prospects through to the final sales conversation.
Our approach: connect lead generation with sales preparation
Digital Seed generated leads through paid advertising and built a custom CRM and chatbot workflow around the company’s existing sales process. The aim was to connect incoming enquiries, pre-qualification and sales follow-up in one working process.
From chatbot conversation to human handoff
Leads entered the CRM through chatbot conversations and human assistants. The chatbot collected prospect details and followed up for the information needed for pre-qualification. Once that information was complete, the sales team took over the final sales process.
- Capture incoming enquiries.
- Collect and follow up on pre-qualification information.
- Bring the prospect details into the custom CRM.
- Hand the completed qualification record to the sales team.
- Manage the remaining follow-up and closing process.
Roof information in the qualification process
Google Maps integration helped estimate roof surface area as part of prospect fact-finding. That information supported preparation for the sales conversation alongside the details collected during pre-qualification.
A shared view of the sales pipeline
The CRM brought together assigned sales representatives, sales stages, deal values and fields for appointment dates and notes. This gave the team a structured place to manage qualified prospects and their next steps.
Month one: understand the process and build the solution
We collected the relevant data and worked to understand the existing process while building a custom solution for the team. The implementation was shaped around how the business actually managed its leads.
Month two: train, refine and simplify
We trained the team to use the system and refined it with their feedback. Features were added, adjusted or removed where needed to make the workflow easier for everyone to use.
The outcome: double the closing rate with the same staff
Within two months, the sales team doubled its closing rate without increasing staff numbers. The sales cycle also became faster. The result was a stronger qualification and follow-up process that supported the existing team through to closing.