Case Study
Increase in Lead Conversions
Reduction in Administrative Work
A leading automotive manufacturer participating in industry exhibitions like EXCON, Auto Expo, and regional trade fairs to showcase new vehicles, promote their brand, and generate high-value sales leads. The company aimed to leverage these events to drive customer interest and increase sales across its network of dealerships.
The company generated hundreds of leads at each exhibition, but its manual tracking and follow-up processes led to inefficiencies. Booth representatives collected lead data using paper forms and spreadsheets, which required manual entry into Salesforce after the event. This resulted in delayed follow-ups, data entry errors, and missed opportunities.
Without real-time visibility into leads, sales managers could not track their status or identify which prospects needed immediate attention. The lack of automation and follow-up structure meant some leads lost interest before the sales team could contact them.
Furthermore, the company struggled to measure the success and ROI of exhibitions, as there were no consolidated reports on lead outcomes, conversion rates, or product interests. The organization wanted a solution that could:
Capture and track real-time leads during events to eliminate manual errors.
Automate follow-ups to ensure prompt engagement with prospects.
Generate detailed reports on event performance and ROI to improve future strategies.
Minuscule Technologies implemented a Salesforce-powered lead management solution tailored to the automotive manufacturer's needs at exhibitions. The solution covered real-time lead capture, automated follow-ups, and custom reporting tools, giving the company end-to-end visibility and control over its event leads. Key Components of the Solution:
Real-Time Lead Capture Using Mobile Devices: Booth representatives were equipped with tablets and mobile phones integrated with Salesforce. They used these devices to capture lead information in real-time during exhibitions. Salesforce automatically assigned each lead to relevant sales representatives based on factors like product interest, region, or buying potential. This ensured no leads were lost and minimized data entry errors.
Additional information, such as meeting notes, photos, and follow-up preferences, was recorded directly within the system, ensuring comprehensive data for each lead.
Automated Follow-Up Campaigns: Minuscule designed automated workflows that triggered follow-up emails, SMS, and WhatsApp messages to prospects immediately after the event. Personalized messages, such as information about specific vehicles or promotional offers, were tailored to the lead's interests, helping to keep prospects engaged with the brand. Salesforce issued automated reminders to the sales team for high-priority leads, ensuring prospects were contacted within 24 to 48 hours.
Custom Reporting on Event Performance: Salesforce dashboards provided real-time insights into lead progress, follow-up timelines, and conversion rates. Managers could monitor each lead's journey from inquiry to closure, ensuring that opportunities were not missed.
The reporting tools also offered detailed breakdowns of product interests, helping the marketing team identify popular vehicles and fine-tune future campaigns.
Minuscule configured the system to generate ROI reports for each event, measuring the revenue generated from exhibition leads. This allowed the company to evaluate the success of its participation and adjust its strategies accordingly.
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The automated follow-up campaigns ensured that prospects were engaged promptly, resulting in a 30% higher conversion rate compared to previous exhibitions.The sales team reported that timely follow-ups shortened the sales cycle and improved customer engagement, as prospects received personalized offers soon after meeting with representatives.
Real-time lead capture at exhibitions eliminated manual data entry and reduced administrative workload by half. Booth representatives and sales managers could focus on building relationships with prospects instead of dealing with data consolidation.
The company gained valuable insights into product popularity, lead sources, and sales outcomes, helping it refine future event strategies. ROI reports provided clear visibility into each exhibition's impact, enabling the company to allocate budgets to the most effective events.
The seamless follow-up process created a positive experience for prospects, as they received relevant information promptly and felt valued by the brand. Many customers appreciated the personalized communication through WhatsApp and SMS, resulting in higher satisfaction and stronger brand loyalty.
With Minuscule Technologies' Salesforce-based solution, the automotive manufacturer achieved operational efficiency and better sales performance at exhibitions. The end-to-end automation of lead management enabled the company to capture, track, and convert leads more effectively than ever before.
The integration of automated follow-ups ensured that prospects were engaged immediately, preventing leads from going cold. Managers gained real-time insights into which exhibitions generated the highest ROI, allowing them to optimize future participation and focus on events that delivered the best outcomes.
The company also experienced a cultural shift within its sales team, as it adopted more efficient workflows and relied on data-driven insights to close deals faster. The success of this solution provided a scalable framework for future events, ensuring that the company could handle larger volumes of leads without compromising on quality or performance.