Intergage is a UK based marketing agency established for over 17 years with 400 clients primarily based in the South of England.
As the Internet has diversified and grown so has our business – our sales approach has always been to educate and inform our clients and prospects something that aligns perfectly with HubSpot, however we have never been pro-active when identifying good-fit prospects to target using an inbound methodology having relied on referrals and repeat business from our client base to grow the business.
This approach has performed well in the past but working in a competitive and crowded marketplace has made it harder to differentiate and identify the right type of prospects to engage with at the top of funnel when they are unaware or problem aware.
Having become a HubSpot partner back in September 2016 the business set a target to become the most accredited agency in the UK and has now achieved over 100 accreditations across our team, however there was still an under-lying fear in the business to pick up the phone at the connect stage in the process with a view to arrange an exploratory call.
Our sales cycle was too long and ultimately not translating into sales ready opportunities – then Brian Sexton our excellent CAM suggested we apply for a spot on the upcoming HubSpot Boot Camp led by the legendary Dan Tyre employee #6 at HubSpot.
As an agency we jumped at the chance and requested that 3 directors in our business apply for places – we were delighted when Dan agreed to our request and enrolled us on the 8 Week programme.
The training provided and the journey Dan takes the lions through is first class – the passion and knowledge Dan shares with the group is amazing. He takes time out to understand you as an individual and builds the confidence required to manage a connect call focussing on ways to HELP the prospect.
The role playing was the toughest element of the Boot Camp for me as an individual and the objection handling could be tough depending on the scenario – however Dan always pulled you back to the over-riding goal, to offer HELP using a give/get approach.
Dan stressed the connect call should never focus on qualifying a prospect, it is about building rapport and sharing insights with the prospect that add value and are focussed on lead generation, customer acquisition, client retention and competitive advantage – we are no longer a marketing agency but consider our business to be a growth agency.
This has really helped kick start the growth of a sales pipeline here at Intergage – we are starting to build out sequences and I am now able to pick up the phone and engage with a prospect without breaking into a cold sweat. We have on-boarded an existing client 6 weeks ago and just yesterday a prospect signed up to our biggest ever retainer which included the setup and implementation of HubSpot.
I still have challenges to overcome – I tend to speak far too quickly when I get nervous. But I am getting better with practice … provided I remember to PAUSE and BREATHE!
Ultimately the aim of a connect call is to setup an exploratory call, this is where you focus on the prospects goals, challenges, plans and timescales to understand if the prospect is a good fit – if they are not at worse we have provided a good experience and a potential referral source further down the line!
I want to pass on my thanks to both Dan and Brian for the patience and support provided – I am no expert but I now have the confidence to pick up the phone and speak to people and business is already seeing the benefits as our sales pipeline grows.
A Growth agency
Having completed the Boot Camp Intergage is now positioning itself as a growth agency and has never been better placed to offer our clients inbound sales retainers to help them engage more professionally with their audience.
If anyone gets the opportunity to invest time on one of Dan’s Boot Camps I recommend you jump at it – it is great fun and you will never get a better chance to truly understand the HubSpot inbound methodology!
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