How The BlackTies Magically Increased Revenue by 120% with Pipedrive

The BlackTies case study
  • Pipedrive has helped The BlackTies double their sales lock-in rate
  • After using Pipedrive for a year, the event magicians revenue had increased by 120%
  • The BlackTies are now performing more than 250 shows a year.

High-end modern magicians The BlackTies have cast a spell over audiences in Sydney and Australia with their clever close-up tricks and incredible sleight of hand.

However, without a proper CRM process in place, they were struggling to keep up with demand and many event opportunities were slipping through their fingers.

The problem The BlackTies faced

All four members are magicians, so sales was something that was often left unhandled.

“As magicians, we are focused on our art and most of us are not very good at productivity or keeping track of sales,” explains Scott Zhou, one of The BlackTies magicians. “One person does most of the sales, but we do share a bit between the others.”

This meant that they were missing out on many opportunities. And it wasn’t just lead generation that was suffering, their customer management was too.

“As magicians, we need to book shows, contact clients regarding details, send them contracts, double confirm stage details and more! There are a lot of things to do,” says Scott.

The BlackTies tried several CRMs, but none of them helped them get through their ‘to-do’ list perfectly.

The solution The BlackTies found

That’s why the magicians turned to Pipedrive: it was intuitive to use, helped them catch up with potential leads and then magically turn them into customers. Then, once they were customers, The BlackTies were able to stay in touch with them.

“In a market where every other magician struggles with their sales and marketing, our business has grown in leaps and bounds.”

“With Pipedrive, we’ve found sharing sales between members extremely easy,” adds Scott.

Where Pipedrive has revolutionized the magicians’ sales process is in tracking activities.

“The fact that Pipedrive has almost a ‘to-do’ manager built into it, the built-in tracking and activity system, is what’s helped the most over the last two years of using the CRM,” says Scott. “It has allowed us to make sure that we never forget to follow up with leads for our sales. This has led us to double our sales lock-in rate.”

Pipedrive’s simple pipeline view, meanwhile, has enabled The BlackTies to get a handle on their sales funnel.

“Having it all in a pipeline and having each deal move from left to right makes everything extremely clear,” Scott explains. “The pipelines and deal stages give us clarity in terms of how our potential bookings are going, as well as how our confirmed bookings are going.”

The BlackTies Magicians

Which other features enable The BlackTies to wow more audiences?

The BlackTies use goal tracking to keep on track with their revenue targets each month, while dashboards, statistics and data exports help them analyze their sales and figure out lock-in and conversion rates.

“As magicians performing more than 250 shows a year, each deal in Pipedrive is extremely important to keep track of—especially after they are won,” says Scott. “Our magicians need to know when they are performing and the details of each event.”

This has been easy thanks primarily to two features: Pipedrive's custom fields, where they can put in the details of each performance, and Pipedrive’s integration with Zapier, which allows them to sync Pipedrive with Trello.

“Also, Pipedrive’s built-in Automation has helped us a lot, as our magicians are automatically reminded to check-in with clients before showing up at the event,” Scott adds.

The results that The BlackTies have seen

“After using Pipedrive for a year, from 2017 to 2018, our revenue had increased by 120%.”

“We are confident that Pipedrive has had a big part to do with this increase, as previously we would lose sales to clients because we were not responding often enough or did not respond timely enough.

“The magicians market in Sydney is quite competitive in terms of pricing, and a major part of our differentiation with our competition is through our sales and customer service.

“We have been able to offer superior, more professional follow-up and more timely communication with our clients, all due to the fact that Pipedrive tracks every single lead with great detail.

“Many of our clients say they book us just because we are able to handle the communication much better and in a more timely fashion than other competitors.”

Pipedrive is a tool that aims to take the strain of tracking sales and managing leads off companies like The BlackTies.

Pipedrive’s clear dashboard views and simple pipeline make sure these magicians never miss a trick.

Want to find out how Pipedrive could help you convert more leads into sales? You can try Pipedrive for free for 14 days!