319% ROI on Marketing with HubSpot
How we helped a property management company transition from a state of declining revenues to a state of consistent growth
- SALES PROCESS & REPORTING
- MARKETING AUTOMATION
- TEAM SALES TRAINING
How we helped a property management company transition from a state of declining revenues to a state of consistent growth
PropertyAdvantage, a residential and HOA property management company, wasn’t hitting their growth targets. For nearly a decade, the company had relied solely on referrals, but referrals weren’t coming fast enough.
They decided that they really needed help if they wanted to grow, so they contacted us.
We were brought in to figure out how this company could grow their business without relying on referrals or bought lists. We realized that their website was getting traffic and new leads were filling out forms, but they weren’t getting worked! Dozens of leads each month were falling through the cracks.
We needed a sales process to plug that gap—and FAST.
We needed to make sure that leads were getting contacted within 1 hour of their sales request, and receiving multiple touchpoints to beat out competition.
To accomplish this we:
They started with absolutely nobody focusing on their sales, to achieving an impressive 67% close rate! Industry average is ~12%.
We were able to help PropertyAdvantage achieve a 319% ROI by the end of year one, and was projected to reach an ROI of 1089% by year two—and achieving theses results starting without a formal sales process or CRM training.
CEO, PropertyAdvantage
By analyzing their current close rate at that time, the average value of each of their deals, and the lifetime value of a customer, we came up with a monthly target of 25 qualified sales leads to generate 10 new customers per month.
We set up the HubSpot sales pipeline to track prospects as they moved through the sales process. With reports, we tracked where the best leads were coming from, deal progress, pipeline worth, sales productivity and contextual information, such as closed lost reasons so we could adjust our sales strategy.
We knew that inbound marketing would be the easiest and most cost effective way to generate new and qualified leads. We used HubSpot’s marketing tools to help us create:
Our strategy was to implement a 10 Touch 20 workflow for every new lead. This means that every lead would receive at least 10 different messages within the first 20 days of them coming into contact with our client.
The workflow is set into motion from the moment someone becomes a marketing qualified lead (MQL). As time goes on, the workflow assigns tasks to our designated sales person to follow-up.
We worked with their newly appointed salesperson on how to recognize and work leads, including setting up templates for her to use for future leads. By implementing a cohesive sales program, training a dedicated salesperson, and implementing a cohesive inbound marketing campaign, we were able to ensure that good, qualified leads didn’t fall through the cracks again.
As a Platinum HubSpot Partner, Origin 63 can partner with your sales and marketing teams to optimize how they utilize HubSpot to accomplish your organization’s goals.
Our optimizations include:
