Case study: Engel & Volkers

“We saw a significant increase in our marketing performance with the first HubSpot campaign alone, delivering deeper metrics and engagement across our global database. The insights are fascinating and will allow us to be more customer-centric and personalised than ever before.”

Hans Lenz, Managing Director, Engel & Volkers

'The website and strategy is continuing to deliver an increase in qualified leads, higher overall conversions, and more granular customer and prospect reporting, with email open rates increasing by 48% and newsletter click through rates going up by more than 33%.'

The business

Engel & Völkers is one of the world's leading companies specialised in the brokerage of premium residential property, commercial real estate, yachts and aircrafts. Based in over 800 locations in total, Engel & Völkers offers both private and  institutional clients a professionally tailored range of services.

In Mallorca, Engel & Völkers is extremely successful in brokering properties in prime locations with 18 property shops and a team of around 150 real estate agents.

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The challenge

The historic mallorcasouthwest.com was a website to enable prospects to quickly access the properties available in Mallorca through the local Engels and Völkers licensed network. The site was designed on a  legacy system built over 10 years ago – dated and ineffective in today's modern digital environment.

They required a new, interactive and intelligent version of the site. Primarily customer centric and integrated with the HubSpot marketing and sales platform which would form the heart of all marketing and sales activity going forward.

The solution

Cognition designed and built a new website experience, including:

  • UX and UI focus
  • Dynamic content
  • Multiple languages
  • Integrated with Head Office property database
  • Live data feed
  • Mobile responsive
  • Complex sales and CRM integration
  • Full technical and marketing integration 
  • A supporting multi-channel, digital marketing and sales strategy

 

Teams were also trained on the HubSpot marketing and sales platform, and received additional sales psychology training to increase conversions rates.

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“Cognition provided a unique and extremely valuable 2-day sales training course with our island-wide sales reps which gave us focus and direction to engage with our prospects and customers more effectively."

Hans Lenz, Engel & Volkers
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The results

The website and strategy is continuing to deliver an increase in qualified leads, higher overall conversions, and more granular customer and prospect reporting, with email open rates increasing by 48% and newsletter click through rates going up by more than 33%.

This has resulted in more intelligent, personalised nurturing tactics and closing techniques, and a planned, strategic roll-out to multiple locations/countries, which saw metrics spike.

Not only is overall engagement well above industry standard, but within the first three months, data capture increased by more than 15%.