November 2, 2022 at 6:00 a.m.
With the help of Ingage’s powerful software, Sun Design was able to seamlessly adapt to virtual selling with great success.
Ever since home improvement business Sun Design started working with Ingage, they have seen impressive results. Even throughout an unprecedented global pandemic, Ingage has helped Sun Design drive their business forward by enabling them to smoothly transition into virtual selling throughout the pandemic.
Challenge: how do you transition to virtual selling during a pandemic?
Sun Design is not new to challenge, but like everyone else in the industry, the COVID-19 pandemic brought obstacles they never would have expected. With more people staying home, many decided to finally tackle their home upgrade list, which led to Sun Design being inundated with potential clients.
While this was exciting for President and Co-Owner Bob Gallagher and his team, they quickly realized that trying to sell virtually with a PowerPoint presentation was wasting time and resources. Sales reps at Sun Design were often stuck having to skip through multiple PowerPoint slides that didn’t represent the customer’s needs. Even worse, they had to rely on the customer to walk the sales rep through their home via Zoom, which often led to shaky cameras, poor visuals and confusion for both the customer and the reps. Bob and Sun Design’s Director of Communications, Beth Walters, decided it was the perfect time to work with Ingage.
Solution: interactive presentation software that adapts to changes
After signing on with Ingage, the Sun Design team originally set out to design their own presentation, but they struggled to find a way to merge their current sales process with an interactive presentation.
Bob and Beth decided to work with Ingage’s trusted partner and industry expert, Mark Richardson, who helped them adapt their sales process for virtual selling. Mark also brought in his expert presentation designer, Pat Mitchell from Condy Creative, who combined the new sales process with Sun Design’s existing collateral and content to build a professional and interactive presentation.
With the help of Mark and Pat, the Sun Design team was able to connect even more with clients, despite doing most of the work virtually. Ingage provides non-linear navigation so they can quickly move to different services they provide, which means they no longer have to worry about clicking through irrelevant slides and wasting a client’s time. They also rely on weblinks placed inside of the presentation that help them quickly open a web page to show Sun Design’s latest work.
What may have the biggest impact though is their use of hyper-personalization for every presentation. Ahead of the initial sales call, a Sun Design rep will ask for images of the client’s home and some photos of their inspiration. The rep simply loads these images into the Ingage presentation ahead of the call so they’re ready for the presentation with the client. This has led to many design agreements being signed during the first call.
Results: higher close rates and a faster ROI
Six months after updating their presentation with the help of Mark Richardson and Pat Mitchell, Bob saw a stunning 32% in the number of design agreements closed. Plus, his sales team as a whole boasts a 13% increase in closing rates since adopting the new platform.
Bob attributes these incredible results to Sun Design’s engaging and interactive presentation that enforces client confidence and encourages them to sign a design agreement after just one sales call.
“The reason we had these outcomes is because our clients were benefitting from the effort– it really changed the game,” says Bob. “They’re happy and fulfilled and signing design agreements more than they would have otherwise. There’s something to be said about using Ingage.”
In addition to a rise in closing rates, Sun Design saw a fairly quick return on investment (ROI) with Ingage. Bob attributes this to the design of the presentation and Mark Richardson’s sales process that often brings in higher deals. He also emphasizes the resource aspect of ROI, pointing out the massive amount of time his team has saved and the increase in consistency among every sales rep using Ingage.
Bob has used the combination of increased close rates and time savings to inspire sales reps not currently using Ingage to adopt the platform. And while COVID may have been the leading force for the Sun Design team to adopt Ingage, Bob believes that it was the best choice they’ve ever made.
Original article source: Ingage