HubSpot: The Best CRM Tool for Lead Generation?

John: 00:00:11

So if we had a client that was just using a website forms going into

John: 00:00:14

the backend of WordPress or something like that, they don't get a ton of

John: 00:00:17

leads When you recommend that they move, tell 'em to get into HubSpot or

John: 00:00:20

something like that for the first time.

John: 00:00:22

Yeah.

John: 00:00:22

HubSpot is the most expense.

John: 00:00:23

But it works the absolute best.

John: 00:00:25

In my opinion.

John: 00:00:26

Salesforce is so clunky and overcharging, entreport, everything else just.

John: 00:00:30

Works pretty good.

John: 00:00:31

But Hub about be like, hey, the first click the middle, click the

John: 00:00:33

last click, and then the automation that you set up is either like,

John: 00:00:36

Hey, this isn't going to work.

John: 00:00:37

Or as soon as you set it up, it says, yeah, this will work perfectly.

John: 00:00:40

I mean, it's just so simple and quality and it integrates with everything.

John: 00:00:43

Call, track metrics, Google Ads, Facebook, it does so well.

John: 00:00:46

if you wanna spend like $500 extra, kind of like a month sometimes,

John: 00:00:50

but have something that will never break and everyone can.

John: 00:00:52

It's highly recommended.

John: 00:00:54

So much so that we say, Hey, if we're spending five grand a month, let's

John: 00:00:56

spend four grand a month to get HubSpot.

John: 00:00:58

Like, I would actually decrease their monthly ad spend to

John: 00:01:00

pay for the serum tool.

John: 00:01:01

I think it's that important.

John: 00:01:02

It's a non-starter for me not to have that type of level of access unless

John: 00:01:05

they're like, our brand advocates, I don't look inside of their because

John: 00:01:09

they, have signaled to us multiple times.

John: 00:01:11

Everything's good.

John: 00:01:12

Just gimme more leads and like the cost for leads gotta go up.

John: 00:01:15

They're like, that's okay.

John: 00:01:15

Just gimme more.

John: 00:01:16

Okay, cool.

John: 00:01:17

So if we have that kind of level of relationship.

John: 00:01:19

no, that helps a lot.

John: 00:01:20

Thanks.

John: 00:01:20

if client has limited budget the competitive industry, will you still

John: 00:01:23

go with broad automation strategy?

John: 00:01:25

Absolutely.

John: 00:01:26

I still think broad automation is good.

John: 00:01:28

The way to fix a broad automation strategy though is to have your

John: 00:01:32

form be the line in the sand.

John: 00:01:34

The reason why worked so well on Broad is because there is no possible way for

John: 00:01:40

you to fill out this form at low quality.

John: 00:01:43

What does that mean?

John: 00:01:43

You could look for a steel building, metal building, RV carport.

John: 00:01:47

Doesn't matter to me.

John: 00:01:48

No matter how you get to the site, if you'll fill out this, that's quality.

John: 00:01:52

What is your first name?

John: 00:01:53

Your last.

John: 00:01:54

Name, your company name I'll do the requires first name, last name.

John: 00:01:56

What city are you in?

John: 00:01:57

What is that state?

John: 00:01:58

What's your phone number?

John: 00:01:59

What's your email?

John: 00:02:00

What city do you want the building in?

John: 00:02:02

What's the width of the building?

John: 00:02:03

The height, length of the building?

John: 00:02:04

What's the height of the building that you want?

John: 00:02:06

How did you hear about us?

John: 00:02:07

That's required.

John: 00:02:08

If this comes through and it's bad, then company will never work.

John: 00:02:12

But if they're coming through and filling this stuff out, it has to work.

John: 00:02:15

It's a clear line in the sand.

John: 00:02:16

So you can broad, but don't do broad and just first name email.

John: 00:02:21

If you use broad, make the hurdle to jump over be your form.

John: 00:02:25

Your form is what is going to dictate.

John: 00:02:27

If someone's gonna take the time to fill out 10 required fields,

John: 00:02:29

well, they're like, yeah, I think I'm about getting RV carport.

John: 00:02:31

Cool.

John: 00:02:31

Do you know the length, height and width you're looking for?

John: 00:02:33

No.

John: 00:02:34

All right.

John: 00:02:34

Contact us when you do.

John: 00:02:35

That's what we basically, I need a 30 foot by, 20 foot by 10 foot.

John: 00:02:38

I'm the person you need to speak to.

John: 00:02:40

We could build that.

John: 00:02:40

And then John Moran, how I selfishly use this is, Hey, we had a lead there

John: 00:02:44

in Yavapai County and they're in Prescott looking for a 30 by 20 by 10,

John: 00:02:47

and they give their first name, last name, email, phone number, and they're

John: 00:02:49

in the Prescott Valley, and they want you to call them at tomorrow at six.

John: 00:02:53

You have bad leads.

John: 00:02:54

Really?

John: 00:02:55

That's a bad lead.

John: 00:02:56

that's kind of how I've been able to protect myself without

John: 00:02:58

being able to track conversions.

John: 00:02:59

I just set myself up for the, best possible case scenario I could think of.

John: 00:03:03

Cool.

John: 00:03:03

Client pays for HubSpot.

John: 00:03:05

They get reps that are all right with helping with this stuff.

John: 00:03:07

They're really good.

John: 00:03:08

I've called husband, I'm like, this is broken.

John: 00:03:09

They're like, oh, because of a, B and c.

John: 00:03:10

I'm like, thank you.

John: 00:03:11

Even their chat line, it was just like, lemme take a look.

John: 00:03:13

I fixed it.

John: 00:03:14

Like they're fantastic.

John: 00:03:15

I love them so much.

John: 00:03:16

Yeah, it's pretty cool stuff.

John: 00:03:18

That's pretty much everything I had.

John: 00:03:19

I know this goes to two, but anything else anybody just wanna talk about?

John: 00:03:21

I just wanted to drive that point home, that just lead generation

John: 00:03:24

is not Google Ads lead generation is lead quality sales activity and

John: 00:03:27

the feedback of what is working and then you go make optimizations.

John: 00:03:30

Do you fully rely on UTMs instead of CRMs for attribution?

John: 00:03:33

Even if it's a high cost service, I'm worried it drops off with YouTube

John: 00:03:37

remarketing if the client needs to be sold more on the service.

John: 00:03:40

What's funny, Caden, is HubSpot will actually tell you what the first click is.

John: 00:03:43

I'll tell you the first, it says original source one, two, and

John: 00:03:46

three, which is the first three clicks that I can track off UTMs.

John: 00:03:49

It's losing about 10 to 20% for sure.

John: 00:03:51

It'll lose about 10 to 20%.

John: 00:03:52

That's the bad part, is you will absolutely lose conversions.

John: 00:03:56

Now what we have to look at is.

John: 00:03:58

What's the c p A of those leads?

John: 00:03:59

I don't care.

John: 00:04:00

Cuz I'm gonna pay a hundred dollars a click or $10 a click.

John: 00:04:02

I need to know what's the quality of them and then I will bid it accordingly

John: 00:04:05

if we're gonna lose attribution.

John: 00:04:08

HubSpot is the least worrisome for me about attribution.

John: 00:04:11

And the reason why I also like HubSpot a lot is because this integration here, for

John: 00:04:16

example, When you sync HubSpot to Google,

John: 00:04:19

it produces this on its own, it hops into your Google ads and drops that.

John: 00:04:24

That's the U T F parameters at HubSpot.

John: 00:04:25

Creative create created, so it has HSA keyword match types, target IDs

John: 00:04:30

networks, creative ad group IDs.

John: 00:04:32

It tracks as much as it possible you can from any click at any point in time.

John: 00:04:36

It gives you last three.

John: 00:04:37

So it does pretty good.

John: 00:04:38

And if that user comes back and uses the same email address, it'll string along a

John: 00:04:42

user that was 19 months old and go Bing.

John: 00:04:44

And what's funny is a lot of times what you'll see inside of HubSpots

John: 00:04:46

is it does really good tracking.

John: 00:04:47

I will actually show activity before they fill out the form.

John: 00:04:52

So what's nice about this, for example.

John: 00:04:54

I don't know if I'm gonna find one.

John: 00:04:55

I'm not counting on it.

John: 00:04:56

I'm hoping I can just get lucky on the first example.

John: 00:04:58

We'll see what happens.

John: 00:04:59

But this is what I like about HubSpot is because it is actually

John: 00:05:02

fairly good at tracking attribution, It's better than Google.

John: 00:05:05

Lemme just tell you that recently, which is pretty scary.

John: 00:05:07

they did metal building.

John: 00:05:09

They clicked on February 8th at eight 15 they did metal building.

John: 00:05:12

They clicked again at eight 16.

John: 00:05:13

They went to metal building projects, near projects, Roth project.

John: 00:05:17

They came back two days later at 7 45 and typed in steel building.

John: 00:05:21

They came back five minutes later, typed in steel building,

John: 00:05:23

and then, They submitted a form, not, Hey, it started here.

John: 00:05:26

I can see all the activity that they did before they filled out a form.

John: 00:05:30

So what's nice about this is it's tracking multi-touch attribution

John: 00:05:33

and it's tracking multiple clicks.

John: 00:05:35

And then I can say it's like, Hey, how do we generate the lead?

John: 00:05:37

Well, they came here On this date.

John: 00:05:38

I can see time lag in real time in HubSpot, even before they contact us.

John: 00:05:43

It's better than Google Ads.

John: 00:05:44

Is that tracking?

John: 00:05:45

Only Google.

John: 00:05:47

The Google platforms or can you see that activity inside Facebook or any other

John: 00:05:52

socials if there's other ads running?

John: 00:05:54

Yep, you can see it.

John: 00:05:55

The problem I'm the only one that went through this layer of knowledge

John: 00:05:58

that all of our Housebot clients don't have Facebook even either a

John: 00:06:02

hooked up or running, but it will.

John: 00:06:03

For sure.

John: 00:06:03

Okay, cool.

John: 00:06:04

Yeah, cuz it tracks your ip it tracks your IP address, it tracks everything.

John: 00:06:07

they have a scary amount of information on these users on

John: 00:06:09

the backend which is really cool.

John: 00:06:10

I like it a lot, but that's what's cool is I can see the conversion path slow,

John: 00:06:14

like nor Beam even before they contact us.

John: 00:06:15

just on that too, that tracking template that you just showed in

John: 00:06:19

that previous example, John mm-hmm.

John: 00:06:21

Uhto showed us yesterday all YouTube campaigns.

John: 00:06:24

There's no way to put that tracking template, but you can find it at the

John: 00:06:27

account settings and put the tracking template in for YouTube campaign.

John: 00:06:31

Yeah.

John: 00:06:31

are you using add specific So like when you're building the YouTube ad itself,

John: 00:06:35

you putting in the URL template in the.

John: 00:06:37

when we were speaking about that yesterday, we said you can actually

John: 00:06:40

put the u t M directly in the ad.

John: 00:06:42

But because every other campaign has that tracking template

John: 00:06:45

field, YouTube campaigns don't.

John: 00:06:47

But if you go into the settings at the account level, you'll

John: 00:06:51

see the tracking template field.

John: 00:06:52

You can actually add it in there.

John: 00:06:53

me, brought it up yesterday.

John: 00:06:55

It's good little friend, actually.

John: 00:06:56

You remember uh, Cecilia used to be called Parallel.

John: 00:06:59

Yeah.

John: 00:07:00

Yeah.

John: 00:07:00

It used to call it parallel tracking.

John: 00:07:01

It's like, all right, fine.

John: 00:07:02

We're just gonna send this along with that visitor.

John: 00:07:04

So you're gonna get pinged twice.

John: 00:07:05

This one's gonna count.

John: 00:07:07

Yeah, it's stupid.

John: 00:07:07

I don't know why they did this that way.

John: 00:07:08

But yeah, it's, really wonky.

John: 00:07:09

I usually just stick to UTMs right in the ad itself.

John: 00:07:11

Just cuz I'm lazy.

John: 00:07:12

Let's just speak to this is probably, that's a much better way to.