The Faulkner Organization Boosts Showroom Traffic by 50% with Conversica® AI Solution

技术

基础设施即服务 (IaaS) - 虚拟私有云
可穿戴设备 - 虚拟现实(VR)眼镜/耳机/控制器

适用行业

汽车
电信

适用功能

采购
销售与市场营销

用例

时间敏感网络
交通监控

服务

系统集成

挑战

福克纳组织是宾夕法尼亚州最大的多特许经营汽车经销商之一，它正在努力管理每月收到的大量互联网线索。该公司的互联网销售部门每月从各种来源接收近 6,500 个潜在客户，包括第三方潜在客户聚合商和 Faulkner 自己的多品牌网站。然而，该部门的预约制定者每天最多只能有效处理 150 个潜在客户，从而导致错失潜在的销售机会。因此，该公司的参与率一直徘徊在 25% 左右。面临的挑战是提高潜在客户参与率并确保不会丢失潜在的销售机会。

关于客户

福克纳组织 (Faulkner Organization) 于 1932 年在宾夕法尼亚州哈里斯堡成立，最初是一家开创性的奥兹莫比尔经销店。多年来，它已发展成为该州最大的多特许经营汽车经销商之一，拥有 23 个领先的国内和进口品牌。该公司服务于广泛的客户，提供从雪佛兰和别克等美国旗舰品牌到菲亚特和玛莎拉蒂等运动型进口品牌的车辆。出于对客户服务的高期望，福克纳的销售团队致力于将每位客户放在第一位。

解决方案

Faulkner 实施了 Conversica 销售人工智能助手，每月自动执行数千个互联网销售线索的销售转换流程。该系统使用人类角色与潜在客户创建自动化的、基于电子邮件的双向通信，通过解释电子邮件响应中的文本来实时确定潜在客户的意图，提醒销售人员联系表明有意向立即购买的合格潜在客户，以及在销售人员初次联系后进行跟进，以继续培养潜在客户并获得更多信息或反馈。 Faulkner 近 250 名销售人员和经理目前正在使用 Conversica。该系统还为福克纳经理提供有关潜在客户绩效、销售人员响应能力和其他信息的指标，以帮助他们做出更好的业务决策。

运营影响

The implementation of Conversica has not only improved Faulkner's lead engagement rates but also enhanced the efficiency of their sales process. The AI assistant, Megan, handles contacting, engaging, and qualifying customers in the important sales conversion phase of the sales cycle. This has freed up the sales team to focus on promising aged leads that are between 3 and 8 weeks old, leading to an increase in sales from leads that are over two weeks old. Furthermore, the metrics provided by Conversica have given Faulkner deeper insight into the types of leads they are dealing with, enabling them to distribute them to salespersons with the experience to handle them. This has also ensured accountability among the sales team, as the metrics show if they are working every lead from beginning to end.

数量效益

Increased the engagement rate from 25 percent to more than 55 percent
Increased the number of leads handled by a single appointment setter from 150 to 225 per month, raising qualified showroom traffic by 50 percent
Eliminated the operational expense of hiring additional appointment setters and Sales reps to follow up with 6,500 leads each month