The Company
Helping restoration contractors get paid fairly, and faster.
The client is a payment collection service that helps restoration mitigation contractors process their insurance invoices. Restoration contractors often struggle with communication and follow-up on invoices, which can lead to settling for less than they billed. This client works directly with insurance adjusters to justify costs, equipment, and labor, ensuring restorers get paid fairly and quickly.
The Challenge
Growth that had hit the ceiling of referrals.
The company approached FullFunnel with the goal of scaling among restoration mitigation contractors nationwide and developing scalable processes for demand generation. Organic traffic and peer-to-peer referrals had been the staple of revenue generation, but they needed to explore outbound prospecting to generate more demand — a channel the company had no in-house activity, production, or expertise in.
The Approach
A playbook, a CRM buildout, and disciplined cost-per-lead targets.
FullFunnel started by building a robust playbook and step-by-step guide for interacting with target prospects, plus a lead-to-close guide for the sales process.
Layer 1
HubSpot implementation
Workflows to manage the backend of the CRM, lead scoring for prospects, and dashboards split between outbound sales, marketing, and all-inclusive demand generation views.
Layer 2
Data-driven resourcing
The data showed a clear opportunity to double down on team resources to reach record sales numbers in the first four months of the engagement.
Layer 3
Scalable playbook
A robust playbook that let future sales teammates ramp quickly and contribute immediately upon onboarding, combined with the flexibility of FullFunnel's staffing model.
Layer 4
BANT qualification tuning
BANT qualification started at 3 jobs/month minimum for restoration contractors, then pivoted to 10+ jobs/month as those accounts carried drastically higher ACVs.