Increased leads for the sales team to work on in preparation for the upcoming intake
Conversion optimisation to increase the quality of the leads coming in and shortening the time-to-close
Thorough updates to old and tired processes to enable scalability and structure the entire process from lead to student
Full sales optimisation to ensure there is a well-oiled machine through which to nurture new leads
A mindful Inbound marketing strategy that would generate well-educated and sales-ready leads
Identifying the problem
Having started their companies at similar times a few years ago, former classmates Trav, Head of Growth at Neighbourhood, and Paul Denver, CEO of Enable College, caught up to discuss how their respective businesses were tracking. Airing his frustrations over a glass of wine, Paul expressed concern that a lot of their current processes were excessively manual, and still relied on paper-based transactions, disconnected apps and an old CRM that was interfering with cross-department synergy.
The lack of structure or strategy was leading to bottlenecks at every stage of the process, stifling lead generation, reducing conversions and ultimately turning students off from enrolling. Having heard this story many times before from previous clients, Trav left the meeting determined to create a plan to get Paul's marketing and sales departments back on track.
Scope of works
Marketing & Growth
Buyer persona workshop
Branding & website design
Inbound marketing campaign management
Sales & CRM
Nurturing processes for new leads
A funnel to categorise and communicate with leads
Sales process automations
Sales pipeline and deal staging development
Set up of e-signing integration technology
Websites & Integrations
WordPress website development
HubSpot landing page development
Integration with Axcerlate
Increase in Leads
(in the first 3 months)
Increase in Student Base
(in the first 6 months)
Paid Advertising ROI
(in the first 6 months)
The introduction and integration of Hubspot as the CRM, the optimisation of the marketing and sales activities which that tool allows, and the redesign of their website, sees Enable College operating very differently these days.
In the first 3 months of the campaign, the College saw 450 leads come through the door (an increase of 50%). After 6 months the student base had grown by over 35% and the ROI from the paid advertising spend had hit 525%.
Over the course of Neighbourhood's tenure with Enable College, our website and marketing updates have achieved a 'session to contact' conversion rate of 8.66% (the industry average is 2 - 3%), and our sales pipeline optimisations and lead nurturing sequencing have delivered a 'contact to customer' conversion rate of 21.02%. As a direct result, revenue has increased by an eye-catching $1,800,000 year on year.
"Trav and his team at Neighbourhood turned our marketing around from the point where we were sitting around waiting for the phone to ring to getting on the front foot, targeting our audience and message and using HubSpot to automate so much of the funnel process. Now we are able to turn the lead tap on and off depending on our capacity to cope with the increased inquiries. Neighbourhood know HubSpot and was able to get it all rolling for us with little to no technical input from our end. I would recommend the whole package to anyone - get Neighbourhood to manage your digital marketing and get him to set up HubSpot for you."
We're incredibly proud of what we've managed to achieve in our partnership with Enable College. The optimised and automated processes have clearly put valuable time back in the day of the sales team, and together with the website redesign these have paved the way for all future Inbound marketing efforts. Our goal at the outset of our partnership was to help Enable to reinvent their strategy from top to bottom ... and we're just stoked to be able to say that we did that!