Case Study

How FCR Media Belgium generated more sales by streamlining their process

FCR Media Belgium was struggling to identify potential customer’s digital presence and marketing performance and manage a consistent sales approach.

10%

Higher conversion

15%

Became hot leads

13%

Became customers

The challenge

FCR Media Belgium was struggling to identify potential customers’ digital presence and marketing performance and manage a consistent sales approach. The problems were:

  • Marketing was not able to generate qualified leads at scale to identify potential new customers or for up-sell and cross-sell opportunities to existing customers.
  • Sales reps were using multiple tools that identified the same customer problems.
  • Using multiple sales tools meant an inconsistent sales approach.
  • In many cases, sales representatives relied on their personal experience and knowledge rather than the tools provided, which led to wide variations in conversion rates and an inability to scale training and expertise across the sales teams.
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“We can see a measurable improvement in our lead generation and conversion rates before and after Insites, and that’s what counts."


Jochem Vermeiren Product Manager, FCR Media Belgium

The solution

FCR Media Belgium selected Insites For Marketers to create a “digital health check” landing page to provide an all-in-one solution to improve lead generation and give structure to the sales process.

FCR Media Belgium then implemented this approach throughout the organisation, and it is now used daily in the sales and fulfilment teams.

The implementation has provided a structured and measurable approach to identifying up-sell and cross-sell opportunities at scale on existing customers and generating leads from prospective customers via the digital health check landing page. Using only one tool has simplified sales training and sales processes too.

The Insites report provides an objective and detailed view of an SMBs website and online presence to identify the “pain points”, opening opportunities to sell multiple solutions.

 

Outcomes

Insites reports significantly improved the volume and quality of leads delivered to sales.

Higher engagement - Marketing activities generated 10 times higher conversion rates when prospects did a digital health check

Hot leads generated - 15% of landing page visitors from Facebook campaigns ran a digital health check and became hot sales leads

High sales conversion - 13% of leads that performed a digital health check 
converted to customers

Sales Confidence - Training on the Prospect Tool has provided structure and scalability to our sales presentations and given reps confidence to present multiple recommendations to customers based on objective metrics

About FCR Media Belgium

FCR Media Belgium is the largest Belgian digital marketing agency for SMBs and the self-employed.

FCR Media has over 50 years of experience in the SMB market. A team of experts creates and optimises websites, content, Google and Meta ads, and much more. Some of their partnerships include Microsoft and besides being a Google Premier Partner, are the only Bing Ads partner in Belgium.

Thanks to a customer and result-oriented approach they have around 30,000 satisfied customers.

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