Commercial real estate is a high-stakes industry where standing out in cold outreach is a challenge. Swivl, a commercial real estate solutions provider, faced this exact problem. They had a promising pipeline but struggled with conversions. Provoke Agency stepped in with a structured, data-driven approach—leading to a 3X increase in conversions within 90 days.
The Problem: Unclear Messaging & Weak Follow-Ups
Audit Findings:
- Messaging Misalignment: Swivl’s emails focused on their platform’s features rather than ROI for clients.
- No Structured Follow-Ups: Leads received a single cold email with no consistent engagement strategy.
- Broad Targeting: Emails lacked segmentation, addressing all prospects the same way.
Swivl had experimented with different outreach methods, but nothing produced sustained results. They needed a cohesive, multi-touch strategy to convert more leads.
How We Revamped Swivl’s Outreach Strategy
1. Targeting the Right Audience
Commercial real estate professionals fall into multiple categories—property managers, brokerage firms, and investors—each with different priorities. We segmented leads based on industry pain points:
- Property Managers: Reducing time spent on property research.
- Brokerage Firms: Closing deals faster with real-time insights.
- Investors: Data-backed decision-making for acquisitions.
By aligning messaging with these specific priorities, emails became more relevant and engaging.
2. Crafting Value-Driven Messaging
Instead of feature-heavy emails, we focused on outcomes. A revamped outreach email read:
“Imagine reclaiming 10 hours per week by automating property research. That’s what a mid-sized brokerage achieved using Swivl last quarter.”
Each email positioned Swivl as a time-saving, revenue-boosting solution rather than just a software provider.
3. Implementing Multi-Touch Follow-Ups
A 4-stage follow-up sequence ensured leads stayed engaged:
- Success Story Email: Highlighting a real-world example of time and cost savings.
- Data-Driven Infographic: Showing the impact of real-time property insights.
- LinkedIn Engagement: A personal message referencing the email’s content.
- Consultation Invite: A no-pressure chat instead of a hard sales pitch.
This sequence tripled Swivl’s email reply rate and drove more scheduled meetings.
4. Leveraging Social Proof & Testimonials
Decision-makers in commercial real estate need proof of success. We incorporated bite-sized testimonials into outreach emails:
“Provoke’s strategy turned our scattered emails into a lead-nurturing machine. Responses tripled—fast.” — Jane Doe, Head of Sales, Swivl
Including real-world results built trust faster and nudged hesitant leads toward conversion.
The Results: 3X Conversions in 90 Days
Within three months, Swivl’s cold outreach transformed:
- Email reply rates increased by 42%.
- Scheduled meetings jumped by 3X.
- Pipeline conversions tripled compared to their baseline.
Commercial real estate deals take time, but a structured follow-up strategy ensured Swivl stayed top-of-mind for prospects.
3 Cold Outreach Rules We Live By
- Segment first, email second – Property managers ≠ investors. Know their unique needs.
- Tell stories, not sales pitches – “Save 10 hours/week” resonates more than “Our platform features X.”
- Automate follow-ups – Leads need at least 3+ touchpoints before engaging.
Ready to 3X Your Conversions? Let’s Talk
Swivl’s transformation proves that the right outreach strategy can turn cold leads into warm conversations. If you’re looking to refine your B2B sales approach, let’s discuss how Provoke can help you achieve similar results.
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