When You're a Hammer, Everything Looks Like a Nail.

I go after high dollar, high margin industries. This particular client has about 40 locations. We're running a re-marketing campaign for 12 of them, and just added a new one today. These are leads that were missed opportunities at the branch level, either due to pricing or inventory reasons. We have created an outreach workflow for both reasons, with slightly different verbiage- inviting them to give us another shot at earning their business.

Last month we really buckled down on the workflows to maximize the follow-up both to leads and then to internal staff to follow-up with data entry we use for reporting.

The Result?

So far in June we have generated more than $30,000 in revenue having spent less than $500 (including the $297 cost of GHL).

If some of the other deals that are quoted close in our favor, we could almost double that revenue.

Tips & Tricks:

• Reporting: We build into our workflows multiple different steps that are primarily for reporting purposes. In this case, we push information into a Google Sheet that allows the client to see in real time metrics like Number of People contacted, number of replies, number of opt-outs, etc.

• Tags: We use tags to segment the customers so that we can easily identify things like opt-outs, which workflows they were initially targeted with, if they've replied, etc. This allows us to get creative in the future for outreach ideas and incentives to generate business.

• Integrations: We are actually importing information from the customers internal system for Missed Opportunities. They've been on this system for years and won't change it as it is tailor-built for their industry. Instead of trying to compete against it, we are supplementing it. The local stores didn't change anything about their data entry process, and they don't even know that GHL exists. We are pulling information from their system and pushing it into GHL.

• Competition: Instead of trying to make the customer choose between existing systems and making a giant migration to GHL, we are simply supplementing their current processes. For instance, they were not willing to leave HubSpot, but they also weren't excited about the $30,000 annual fee HubSpot charges to do this exact same thing we're doing in GHL. So I saved them $26,500 by utilizing GHL and when a lead gets hot enough to assign to a rep at the branch level, we have a workflow that pushes it straight into HubSpot so that their internal processes were not changed at all.

In short, my bullet points of advice:

• Provide crystal-clear reporting for your clients so they can see how effective your processes are for their bottom line.

• Learn to use workflows for much more than just reaching out to leads. Manipulate data. Integrate with other systems. Maximize their usage.

• STOP thinking about it as "GHL vs. _____"

• It's much easier to get a client to say "YES" when you're not asking them to make huge migrations and large decisions between systems. GHL can play very well with many other systems. Learn to identify these opportunities instead of always trying to force a client's needs into GHL. Remember: When you're a hammer, everything looks like a nail. Don't fall into this trap. Find easy wins for the client and slowly increase what you're implementing for them in GHL.