Привлечение заявок на ремонт квартир

Привлечение заявок на ремонт квартир

Решили выложить старый кейс про привлечение заявок на ремонт квартир в Москве, чтобы давать ссылку на него ремонтным компаниям. Так сказать, чтобы не было иллюзий относительно рекламы.

В октябре 2013 г. к нам обратилась московская компания, занимавшаяся архитектурным проектированием, строительством коттеджей и ремонтом квартир. Несмотря на 10-летний срок работы на рынке строительства и ремонта, она постоянно испытывала серьезные спады с объемом продаж в зимний период.

Необходимо было привлечь входящие обращения в компанию по стоимости до 1000 руб и количеством от 30 целевых обращений в месяц.

Подход к реализации проекта:

Как обычно, мы собрали семантическое ядро (СЯ) для будущей рекламной кампании и начали поиска рекламного предложения, которое интересно целевой аудитории.

Изучив рынок, мы заметили, что все компании на рынке предлагают примерно одно и тоже: 3 вида ремонтов (косметический, капитальный, евроремонт), и примерно по одним и тем же ценам. Для оценки стоимости ремонта, все предлагают вызвать замерщика, и ни одно из предложений особенно ничем не отличается.

Задумавшись о том, почему из сотен компаний на рынке клиент захочет вызвать замерщика из нашей компании, мы предположили, что возможно, дав большие скидки на отдельные виды работ или материалов, мы сможем привлечь внимание целевой аудитории.

Мы разработали продающую страницу, на которой предлагали скидки до 70%:

Заявки на ремонт квартир

Посетителю предлагалось оставить email и телефон, чтобы получить предложение по конкретному ремонту со скидкой. Тестировали разный размер скидки от 25% до 70%.

В итоге получили конверсию в заявку менее 1%. Приходила одна заявка раз в несколько дней, по стоимости около 5000 руб. Нет, это было не то, что нам нужно!

Как следует подумав, почему такая реакция аудитории на сделанные акционные предложения, мы решили, что акциям люди просто не верят. И решили начать с более удобного для заказчика ремонта шага (вместо вызова замерщика — предварительный расчет стоимости ремонта). Ведь это же логично — сначала прикинуть стоимость работ, и уж потом вызывать замерщика к себе домой:

remont2

В итоге конверсия в заявку поднялась в 5 раз, составив 5,86%:

Заявки на ремонт квартир

Стоимость заявки снизилась до 500-550 рублей. Мы расширили рекламные каналы — и стали получать 7-11 заявок в день:

Заявки на ремонт квартир

Однако, результаты у заказчика не радовали период с октября по декабрь 2013 года он не сделал ни одной продажи по рекламным обращениям. По крайней мере, с его слов: в тот период мы еще не вели запись входящих звонков.

Проект был приостановлен из-за неэффективности с точки зрения клиента. Сегодня, отработав не один год на ниве привлечения обращений от потенциальных клиентов, мы можем с уверенностью сказать, что такая проблема возникает у 90% российских компаний.

И не потому, что заявки плохие — разве человек будет оставлять свое имя и телефон, если он не интересуется темой ремонта? Сейчас, когда мы слушаем входящие звонки, мы уверены, что 90% звонящих или оставляющих заявку на такой странице, действительно нужен ремонт или понадобится в ближайшие полгода-год. Но часть из них выбирает компанию, часть — решает, делать ли ремонт вообще (влезут ли по деньгам), часть — планирует ремонт после покупки квартиры (которую еще не купил) и просто приценивается. Очевидно, что эта аудитория отличается от клиента, уже принявшего решение делать ремонт и выбравшего фирму, например, по рекомендации знакомых.

Значит ли это, что на рекламу не нужно тратить деньги? Решение принимать вам. А мы разместили этот кейс, чтобы у вас как у рекламодателя не было иллюзий по этому поводу. Маркетинг и продажи — связанные процессы, и без продаж маркетинг совершенно бесполезен. А без маркетинга вам некому будет продавать.

Даже если вы не тратите ни копейки на рекламу, а просто хорошо делаете свое дело (на самом деле, самый надежный способ «отстроиться» от конкурентов на российском рынке — это сделать отличный клиентский сервис), то вы все равно занимаетесь маркетингом. Вы делаете хороший продукт, о котором люди рассказывают друг другу. Это — маркетинг рекомендаций.

Навыки

Опубликовано:

06.06.2015

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