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**Cold Open (Jake and Cody talk about their Hubspot automation)**
**Skip the Cold Open at 7:08**
There are many different lead generation agency models out there. On one hand, an agency can only be responsible for delivering leads. Another lead gen agency may also follow up with those leads for the client to make sure they close.
We address why we don’t like lead gen models in which it’s the agency’s responsibility to follow up with the leads.
We also explain common objections to the idea of only supplying the leads and leaving the follow-ups and closing to the client such as:
- Knowing the close rate of the platforms you’re driving leads on.
- Knowing your client’s average close rates.
- Setting the right expectations
Jake also explains that if you follow up and close leads for your client, you’re taking a foot out of the marketing agency space and putting another in the “consulting and sales” space.
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Especially for growth agencies, marketing ends where sales starts. While marketing functions may continue internally in the business, especially if there is a high potential for customer repeat purchase or cross-selling, there is still a fine line, which can easily be crossed, to shift from marketing into consulting.
We listen to calls to check for lead quality, but how good the client’s rep is at selling is not our responsibility (although we will send a call to the owner if it is REALLY bad, to allow them to be informed and make their own conclusion).
It is really nice, however, when we work with clients who give us full access to a CRM like Service Titan, where it automatically allocates both leads and sales to an appropriate campaign. Helps us be better at what we do.
You mentioned the two client CRMs you like to work in the episode. Any others that you’ve tried and found they weren’t marketing friendly?
We don’t yet use a standardized call tracking software but we do check in with our clients on lead quality from time to time. We also post on our website under our About section that reporting the quality of the leads is on the client. If they don’t communicate that to us for months and then say they’re upset… that’s on them.
The only CRM we found that was marketing-friendly was Service Autopilot. It’s still not great, but we can track conversions on their form.
Most of the CRMs are friendly from an email perspective but not from a form embed perspective. Jobber, Real Green, Arbor Gold, etc don’t have an embed form that we can easily track.
We are working with CoPilot (a lawn care CRM) on an easy form tracking solution.