Phil Risher worked with an HVAC company stuck at $1.3M revenue for two years. They found the missing piece: no automated follow-up after estimates. Adding a 14-day nurture sequence boosted close rates from 47% to 52%, generating $250K more revenue without new marketing spend.
If your revenue feels stuck, the answer is usually not another campaign. When your revenue feels stuck, it usually means that there's a bottleneck in the business. We had an HVAC contractor we were working with and he was stuck at $1.3 million for 2 years. He hired a salesperson, he hired a sales manager, he got all these aggregators to put leads into his Jobber account and try to blast out emails to these people to work with them. All of that stuff didn't work. When we came in, we looked at the bucket first. We said, what does the process look like when a lead comes in? What happens when an estimate goes out and a glaring hole happened? His estimate nurture sequence was nonexistent. He was closing 47% of his estimates. We put a 14-day nurture sequence in place that connected to his jobber, and he went from 47% close rate to 52% close rate. What happened was this unlocked growth in his business. He generated an extra $250,000 just from this alone. The problem is a lot of people will throw money at campaigns and new marketing efforts to try to jumpstart growth in their business when really they need to fix the holes in their bucket. That way, when they put more leads on top, the growth starts to happen.
