Illustrative case. This case describes a fictional company to show what an ETZA engagement looks like. It does not represent a real client or actual results.
Context
A company selling high-end sports cars receives prospects through its showroom, private events, social media and referrals from current clients.
The problem
Every prospect gets the same treatment, regardless of profile or buying timeline. Test drives are scheduled with no follow-up afterwards, and the team cannot tell where opportunities go cold or which channel brings the people who end up buying.
What the diagnostic revealed
- There was no defined funnel: each advisor moved clients forward in their own way.
- There were no criteria to tell an enthusiast from a buyer with real intent and purchasing power.
- Stage-to-stage conversion wasn’t measured, and the reasons a sale didn’t close weren’t recorded.
What was implemented
A Growth Systems Sprint that included:
- A funnel defined by stages: interested, qualified, test drive, proposal and close.
- Clear criteria to move from one stage to the next, and a simple score based on profile and intent.
- Personalized follow-up after every test drive and event, with email and WhatsApp templates.
- A required loss reason for every closed opportunity.
- A conversion dashboard by stage and source channel for the sales team’s weekly review.
How it is measured
- Stage-to-stage conversion
- Test drives with follow-up
- Average time in each stage
- Loss reasons
- Sales by source channel
Key takeaway
In a high-value purchase, clients don’t want pressure but guidance: a clear funnel gave the team the right moment and message for each conversation.
First step
Shall we talk about what is holding back your growth?
Tell us about your situation. We will tell you plainly whether a diagnostic makes sense for your company.