The company
Paramount Builders is a family-owned builder that has been doing business along the East Coast for the last 30 years. Historically, 50% of new business came from canvassing, but like everything else COVID-19 threw a wrench into this process.
The problem
Keeping high contact rates with increased lead volume. April Davis, Marketing Director at Paramount Builders, leads a team of managers and call center representatives that handle inbound and outbound calls. Her task was to increase lead volume to make up for the COVID downturn. She began purchasing more leads from Angi Leads, but saw her contact rate begin to decline.
She initially tried using an automated dialing system, but found that the dialer actually reduced the contact rate from 12% to 7%. Fortunately, a peer referred her to Hatch as a potential solution to her challenge.
The solution
Connect Hatch to Angi Leads. April decided to try Hatch to increase her contact rate. She recognized that potential customers were unlikely to answer a call from an unknown number, and felt that calling more was likely part of the problem. Her hope was to increase contact rates by 10%.
Because Hatch has integrations with Angi Leads and other lead providers, it was easy to get rolling. Now rather than phone calls, new leads are receiving a cadence of texts, emails, and voicemails until they respond. And as soon as they do, the appointment setter is notified and they jump into the conversation to answer questions and set the appointment.
The results
$140K per month in additional revenue. By automatically sending text messages as soon as a new lead is received, Paramount is seeing a 39% response rate. And since her team sets appointments with 35% of leads that respond, she's helped keep the pipeline full despite the massive change in Paramount's sales approach.
With Hatch, she is able to see how people are responding to messages and manage the pipeline and how her teams are following up. And the prospective customers appreciate getting a text letting them know that a call is coming in.
"Before COVID, 50% of our business came from canvassing. Now marketing is the backbone of the business. Without Hatch, there is no way we would be hitting our revenue goals."
Now, April is looking to get started with lead nurturing and rehash, to get even more value out of the leads that she's purchased.
