Helping restoration contractors get paid fairly, and faster.
Our client is a company that offers a specialized service to restoration mitigation contractors. Their service helps these contractors collect payments from insurance companies by assisting in justifying costs, equipment, and labor to insurance adjusters. This process can be challenging, and the company aims to help bridge the gap. While they initially relied on peer-to-peer activities like networking and referrals to drive demand, they are now looking for more scalable ways to attract customers.
Our client is a payment collection service that specializes in helping restoration 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. Justifying your costs, equipment, and labor with the insurance adjuster can be an onerous process. This client works with insurance adjusters to ensure a fair outcome that gets the restorer paid quickly and fairly.
Compared to other competitors on the market, our client offers several advantages, including an easy sign-up process, accelerated cash flow to improve profitability, and providing more bandwidth for restoration contractors. With these benefits, this partner is a valuable and reliable solution for restoration contractors looking to get paid what they are owed in a timely and fair manner.
Growth that had hit the ceiling of referrals.
A playbook, a CRM buildout, and disciplined cost-per-lead targets.
The FullFunnel team started by building a robust playbook and step-by-step guide to interacting with target prospects, in addition to constructing a lead-to-close guide for the sales process.
Next, FullFunnel helped implement Hubspot for the client, including workflows to manage the backend of the CRM, lead scoring for prospects, and different dashboards to support funnel visibility. These dashboards started with building reports from the Customer Relationship Management (CRM) system and sales enablement tools to illustrate the purchasing patterns of their target customers.
These dashboards were split between outbound sales, marketing, and all-inclusive demand generation views, to showcase the full scope of the company-wide demand generation efforts.
The data clearly showed a unique opportunity to double down on the resources of the team to reach record sales numbers in the first four months of this engagement. To support this and future team growth, the FullFunnel team built a robust playbook that would allow future teammates inside the sales function to ramp quickly and become contributing teammates immediately upon onboarding. This visibility and data analysis, combined with the flexibility of the staffing resources at FullFunnel allowed the client to close over $1M of projected revenue in a 4 month period. FullFunnel was able to confirm significant demand in the marketplace for the payment collections solution.
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.
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.
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.
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.