Sarina Russo

Building an Automated Job Creation Machine

Sarina Russo Institute
Solution
HubSpot Implementation
Project Location
Brisbane, Australia
Project Goals

Sarina Russo Institute is a Registered Training Organisation that offers industry-focused education and training. As part of our partnership, we ran lead generation campaigns, developed sales automation and set up lead nurturing.

Tools Used
HubSpot databox Google Ads GTM logo v3 Facebook Ads

Their wants

01

A fully automated sales pipeline that would take care of basic communications and save them time each week

02

A 3 month lead generation campaign

03

Extensive lead nurturing to increase conversion rates

Their needs

01

Chatbot & Facebook messenger integration

Identifying the problem

Sarina Russo Institute is a Registered Training Organisation educating over 10,000 Australian and International students each year in vocational education and English language courses.  Acknowledging that their conversion rate was suffering, and with COVID-19 imminently threatening to affect the livelihood of not just theirs, but companies all over the globe, SRI recognised that time was of the essence in setting up a marketing, sales and service strategy that would see them not just survive, but thrive at a time when the industry of 'learning' was considered insignificant. 

Scope of works

SEO & Paid Media

Tailored advertising strategy 

Google Ads management

Facebook management

Remarketing

Cold leads campaign

Automated lead nurturing 

Sales & CRM

Sales pipeline development & automation

Automated sales communications

Personalised sales chatbot strategy 

Overall sales strategy 

Websites & Integrations

HubSpot landing page development

The Plan

  • Dividing the project up
  • HubSpot onboarding

Dividing the project up

  • For quarter-long projects spanning across all aspects of digital strategy, we always begin by dividing the project into logical stages, often so that what has been achieved/implemented in the preliminary stage will support that of the following.
  • This enables us to consistently demonstrate value to the client; and in the ambiguous and volatile economic state in May of 2020, seeing these wins early on was high priority.

HubSpot onboarding

  • By way of supporting our efforts down the line, we conducted a truncated version of our usual HubSpot onboarding process, to ensure that by the time the motors were running and the system was set up internally, the team would feel empowered to work inside it. 
  • As part of this, we began by setting up a basic sales pipeline and some foundational frameworks to allow for the project to hit the ground running once automations began. 

The Strategy

  • Tailored advertising strategy
  • A cold leads campaign
  • Converting through an effective landing page
  • Optimising the sales pipeline
  • Chatbot and live chat strategy
  • Lead nurturing strategy

Tailored advertising strategy

  • In supporting SRI find their people, we utilised our expertise in Adwords and Facebook Ads to set up a tailored advertising strategy that would inspire change among their target audience.
  • As previous advertising efforts merely constituted CandleFox campaigns, we did not have access to any historical data that would help inform the Paid advertising strategy.

A cold leads campaign

  • To that end, we addressed this period of potential stagnation, by running a cold leads campaign for 1,000 old leads in the CRM. This sought to convert the lowest hanging fruit that we didn't have to work to find!
  • In making the most of a bad situation, we capitalised on the growing need for essential workers as the COVID-19 crisis took hold, subsequently positioning these emails to urge leads to make a change, not only to their career prospects, but to the wellbeing of society collectively. 

Converting through an effective landing page

  • As the emails sparked conversion, we got to work on finessing the final element of our ads campaign; the landing page. We knew that the conversion power of the landing page would spell success or failure for the entire campaign, and therefore - needed to mirror the expert set up and copywriting of the ad.
  • In doing this, we utilised best practice design by incorporating many psychological elements to ensure the landing page would not distract prospects away from the offer, and provide a clear path to conversion. With this set up in best policy fashion, we could then use it as a template for all future campaigns, to ensure that efficacy did not wane. 

Optimising the sales pipeline

  • In supporting SRI sell to their people, we moved into the following month seeking to extend on the work we had completed initially in the sale pipeline; only this time, we needed to optimise it through implementing automated sequencing and follow-up.
  • By constructing this in our wire-framing software, Whimsical, we were able to visually map the students journey with SRI, and as a result, populate the various stages with the necessary actions needed to be taken by the sales team in order to close the deal more effectively. 

Chatbot and live chat strategy

  • In providing a secondary opportunity for prospects to convert, we supported the newly automated sales pipeline with a chatbot / live chat strategy, that sought to answer visitors questions when and where they had them. In doing this, we personalised a 'qualify leads' chatbot according to the content on key web page to add a humanistic element to the bot and encourage greater likelihood of conversion.
  • This form of chatbot collects lead information before handing off the conversation to a service rep in real time. This therefore meant that a support rep needn't have been online to be able to solve a prospects query, making the entire process more seamless from top to toe. 

Lead nurturing strategy

  • Working alongside the SRI team, we set up a comprehensive lead nurturing strategy that would keep fresh leads engaged as they moved through their decision-making process.
  • This sequence worked alongside the recipients perceived behaviour or thought process at the time of receiving the email. Essentially, we used the emails to answer specific questions that might have been presenting as barriers to purchase from the leads perspective. 
SRI - Whimsical Sales Pipeline
SRI - Lead Nurturing-1

The Results

305+

New Leads

45%

Surpassed Lead Goals by

Throughout this project, we worked hard with the team at SRI to set them up for not only short term success, but also long term results. 

A big part of our focus was on the lead generation strategy in which we were able to surpass our goal by over 45%. That's an extra 95 leads than anticipated across the 3 months.

The automation implemented as part of the sales pipeline means that Sarina Russo Institute are no longer spending time manually sending and replying to emails. In addition to this, the student's journey has been better categorised to ensure that it is one that is as seamless as possible. This has meant less time is required when it comes to working with each new student, with automation filling in the gaps and keeping things moving. 

All in all, not only has Sarina Russo Institute gained an exponential amount of leads, their processes have been optimised and reporting has been organised, which in turn has set them up for future success moving forward. 

 

"Finding tech consultancies FOR your marketing solutions is easy. Finding marketing solutions FROM your tech consultancies is not. These guys are MarTech experts that execute on your complete customer journey. Wouldn’t have it any other way nowadays."

Andrew Pennisi
Sarina Russo Institute

Conclusion

The best thing about starting from scratch, is that there's only one way to go and that's up. We were able to set the foundations for SRI to keep improving their practises, keep generating leads and keep succeeding despite any external challenges (or global pandemics) that might get thrown at them. As Sarina says... "See you at the top!". 

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