How WordJack convert a quarter of all prospects with SEO audits
Challenge
WordJack, a digital marketing agency serving small to medium businesses, was facing significant challenges. They needed a website auditing tool that would quickly qualify prospects and boost conversion rates.
Despite a competitive offering and a library of case studies, their sales team were hard-pressed to qualify prospects and find a point of impact in their sales conversations that gave their would-be clients a tangible problem that needed solving.
Approach
Despite launching their new Business Development Relationship (BDR) team, WordJack were discouraged to find conversions of leads well below expectations, as both qualifying and engaging with prospects was difficult. Despite having a solid solution offering, the team acknowledged that there were three big problems in their BDR process:
- The team had a large, unqualified list of prospects to qualify and sell to
- Sales agents were spending too much time on manually website auditing to qualify and identify high-potential prospects, thereby reducing the amount of outreach calls that could be made each day
- Without insight into the prospect's website and SEO ranking, they were selling solutions without a clear idea of the problem, meaning they had no tangible hook with which to have quality conversations with their clients
The initial solution was to run tests and audits through other tools after speaking to the client. However, compiling reports from other providers was time-consuming and didn't meet their business requirements or bias for speed. Therefore, WordJack looked for an alternative.
Solution
Consolidation of all the tools into one easy-to-use and understand SEO and website auditing tool, improving their sales turnaround time by 50%.
Faster prospecting as sales agents now pull reports - in real time - while speaking to prospects, meaning they can quickly grasp what problems exist across the business's online presence and suggest easy-to-follow tips on how to fix them (and how WordJack can provide solutions).
Increased conversion from initial outreach to booking appointments with sales team members, improving their conversion rate from 1 in 80 to 1 in 25.
Outcomes
By moving to Insites, WordJack's BDR productivity increased by over 50%. The team consolidated multiple tools into one, reducing both time and dollar expenditure significantly.
Sales agents now pull reports in real time while speaking to prospects, enabling them to quickly identify problems and suggest solutions. This transformed their conversion rate from 1 in 80 to 1 in 25 - converting a quarter of all prospects.
About WordJack Media
A digital marketing agency that serves small and medium-sized businesses, WordJack is well acquainted with both the challenges SMBs face and the multitude of auditing tools there are to use too. With over 1,000 website customers, they offer their clients a broad range of digital services, including SEO and SEM solutions, website design and production, and more.
