Case study

Real estate developer lifts enquiry-to-site-visit rate to 38%

A mid-size real estate developer in Pune launched a new project portal with virtual tours and a structured enquiry flow. We lifted the enquiry-to-site-visit rate to 38%, doubling the efficiency of their sales team.

TL;DR

A Pune real estate developer was losing leads because their project website had no virtual tours, no structured enquiry form and no follow-up automation. We built a project portal with 360-degree virtual tours, a three-step enquiry flow that captured budget and timeline, and an automated WhatsApp follow-up sequence. The enquiry-to-site-visit rate rose from 18% to 38%, and the sales team closed 22% more deals in the following quarter.

Key takeaways

360-degree virtual tours reduced the need for physical site visits in the early consideration stage.
Three-step enquiry flow captured budget, timeline and possession requirement before routing to a sales rep.
Automated WhatsApp follow-up sequence re-engaged cold enquiries after 7 and 14 days.
Enquiry-to-site-visit rate rose from 18% to 38%.
Sales team closed 22% more deals in the quarter after launch.

The challenge

The developer was losing leads to competitors with better digital experiences. Their project website had no virtual tours, no structured enquiry form and no follow-up automation. Every enquiry required a manual call to qualify, and the sales team was spending 60% of their time on unqualified leads.

Our approach

1Design the portal architecture and three-step enquiry flow with the sales team.
2Build 360-degree virtual tours for three flagship projects.
3Implement the WhatsApp Business API for automated follow-up sequences.
4Connect the portal to their CRM with lead scoring and routing rules.
5A/B test the enquiry form and virtual tour placement against the legacy landing pages.

Results

18%38%

enquiry to site visit rate

60%20%

sales team time on unqualified leads

fewer22% more

deals closed in following quarter

"The portal transformed how we work. Our sales team now spends time on qualified buyers, not cold calls."

Priya Sharma

Head of Marketing, Vastushilpi Realty, Pune

Services delivered

Marketing website design and developmentConversion rate optimization and analytics

Questions about this project

How long did this engagement take?

Twelve weeks. Weeks 1 to 4 were the portal build and virtual tour production, weeks 5 to 8 were CRM integration and WhatsApp automation, weeks 9 to 12 were testing and rollout.

What was the team composition?

A senior full-stack engineer, a senior UX designer, a senior CRM integration specialist and a project manager. Four seniors.

What is the cost of virtual tours?

It depends on the number of units and the level of interactivity. We share a fixed scope in the discovery call, not a per-tour rate card.

Does this work for under-construction projects?

Yes. We can build virtual tours from floor plans and 3D renders for projects at the planning stage. The WhatsApp follow-up sequence works the same way.

How does lead scoring work?

Leads are scored on budget match, timeline match and engagement level (how many pages they visited, whether they downloaded the brochure). High-score leads get a same-day call; mid-score leads enter the WhatsApp sequence.

Do you work with RERA compliance requirements?

Yes. We build the portal to comply with RERA advertisement guidelines, including mandatory disclosures and project registration numbers.

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