Orange Marketing
Reaching prospects is hard these days. We put together a list of 5 HubSpot integrated tools to help you break through the clutter and personalize your experience to your prospects.
The average number of emails an office worker receives is 200 (you can bet it's more than that here at OM!). And add to that the various social media, texts, phone calls, Slack/Teams, and more.
And that’s just communication - your prospects are also trying to get their work done and (gasp) accomplish things!
It’s no wonder breaking through the clutter is a challenge.
The average number of emails an office worker receives is 200 (you can bet it's more than that here at OM!). And add to that the various social media, texts, phone calls, Slack/Teams, and more.
And that’s just communication - your prospects are also trying to get their work done and (gasp) accomplish things!
It’s no wonder breaking through the clutter is a challenge.
1. Gifting / Mail / Rewards
We did this many moons ago, and its popularity is increasing again. People aren’t in the office? No worries, there are solutions. Gifts are a way to connect with a prospect in a physical way. The more personal, the better. For example, our annual gift giving is a real hit because our clients choose the thing they like the best.
Other ideas include:
Rewards - Electronic rewards - for completing a survey, answering a question, or having a meeting.
Direct Mail - Postcards, letters. Better for B2B companies to reach out to small businesses with a physical presence/address where you're likely to reach decision-makers.
Physical stuff - For your select target account prospects or to move someone along the funnel. Swag, nice gifts (think flowers if you’re thinking about Rebecca), online events (think whiskey tasting if you’re considering Kelsey), and more.
You could also consider Sendoso if you have a LOT of $ in your pocket. We received a charming example of this following Inbound 2022.. The presentation and packaging were sleek and pleasant to receive.
2. SMS/Text
Yes, you have to be careful, but most people are cool if you text to follow up on an inquiry, confirm if they're coming to a meeting, etc. Make your communications VERY friendly and personal so you don't look like a text spammer. Although, according to the HubSpot roadmaps, native SMS may come. But for now, choose one of these guys:
- Kixie - More than just SMS, we’ve used Kixie for outbound dialing and ringless voicemail.
- Aloware and Sakari - We’ve also worked successfully with these two alternatives.
3. Events - In Person or Private Virtual Events
We're not talking about big trade shows or webinars, though those are both very effective lead gen opportunities. Scheduling an in-person event in an area where many of your prospects and customers live (or are visiting), even if it’s a dinner at a nice restaurant, is an overlooked way to connect with your customers. Invite them by hand using phone, email, or mail.
At HubSpot Inbound, we were invited to an off-site happy hour, and to attend, we needed to “buy” free tickets on Eventbrite. There are now more solutions that integrate into the HubSpot Marketing Events object, so also check out:
- atEvent
- Accelevents
- Airmeet
- Attendease
- Bevy
- Goldcast Events
- Helm Tickets
- Hopin
- Hubilo
- Humanitix
- InEvent
- LYYTI
- Splash Event Mgt. Software
4. Ringless Voicemail /Dialer
Adding a tool that allows you to quickly drop ringless voicemails (no pause, no weird “robot” voice) from the sales rep at scale is a game-changer. It can allow you to triple your outbound outreach.
A tool like Kixie helps you leave a voicemail from a library so you can power through a list of “first call follow-ups” for example, in a hurry. How it works is something like this:
- Click the phone number in your Contact record or task queue
- The dialer dials the number
- If the voicemail picks up, the user can just click the button for the appropriate voicemail, and it’s left in the mailbox
- The integration lets you trigger the call outcome, in this case "left voicemail"
There are many tools that offer this. Check out Aloware and AirCall as well.
5. LinkedIn Sales Navigator Integration for REAL personalization
Sales Navigator is a valuable app within HubSpot contact records. With it you can do a few things:
- Connect or send an InMail
- Save in Sales Navigator as a lead
- Find mutual connections to ask for an intro
- Find out more information about a contact to personalize your approach
It does require a premium edition, but it’s worth it.
A note on REAL personalization: It works.
Personalization is what really breaks through the clutter. A terrific recent example (see below) is with a client who writes real emails as if he were writing a letter to a friend. No corporate BS, no generic value props, but a letter that addresses the possible needs of that individual contact. He’s getting close to a 100% response rate.
Does it take longer? Sure. A lot. But if your average response rate is 1% (which is common) - which would you rather do?
We Take Care of Your HubSpot. You Focus on Leads and Deals.
As a HubSpot Diamond partner specializing in SaaS startups, we build HubSpot efficiency, interweaving your sales and marketing processes to get you the best ROI. We set you up, train your sales team, and let you focus on generating revenue. And we now provide Fractional HubSpot Admin support! Connect with us below to learn more. We'd love to help!
