Быстрый старт
В этом руководстве описаны все функции HubSpot:
- Начиная — Create your HubSpot account and basic setup
- Как использовать маркетинговую платформу — Run email campaigns, landing pages, and forms from one place
- Как использовать расположение контента — Plan, publish, and organise blog posts and web pages
- Как использовать систему управления электронной коммерцией — Connect your store, track orders, and recover abandoned carts
- Как использовать автоматизацию на основе ИИ — Hand repetitive follow-ups and data entry to Breeze AI agents
- Как использовать отчетность и аналитику — Build dashboards that track lead conversion and revenue
- Как использовать систему управления контактами — Store every contact, company, and deal in one shared record
Необходимое время: 5 минут на каждый фильм
Также в этом руководстве: Полезные советы | Распространенные ошибки | Поиск неисправностей | Цены | Альтернативы
Почему стоит доверять этому руководству?
I’ve run HubSpot for three years across two client accounts and tested every feature here.
HubSpot is the CRM most marketing teams end up standardising on.
But most people only ever touch contacts and a single email tool.
This guide shows you how to use HubSpot properly, feature by feature.
Step by step, with screenshots and the shortcuts I actually use.
Учебное пособие по HubSpot
This How to Use HubSpot tutorial walks through setup, the six core tools, and the habits that keep data clean.
HubSpot
Keep contacts, emails, deals, and support tickets in one CRM. HubSpot’s free tools cost nothing and scale as your team grows. Start free — no credit card needed.
Начало работы с HubSpot
Before any feature makes sense, finish this one-time setup.
Это займет около трех минут.
Here’s what the platform looks like in daily use:
Теперь давайте рассмотрим каждый шаг.
Шаг 1: Создайте свою учетную запись
Go to hubspot.com and click Get free CRM.
Enter your work email, then sign up with your name and company details.
Your HubSpot account starts on the free tier automatically.
✓ Контрольная точка: Проверьте свой входящие для подтверждающего письма.
Step 2: Install the Tracking Code
HubSpot is browser-based, so there’s nothing to download.
Open Settings, then Tracking & Analytics, and copy the tracking script.
Paste it before the closing body tag on your site.
This is what tracking unlocks — email opens, clicks, and page views per contact.
✓ Контрольная точка: The tracking status turns green within a few minutes.
Step 3: Import Data and Set Lifecycle Stages
Audit your spreadsheet first and delete duplicates and dead addresses.
Bad data imported on day one haunts every report you build afterwards.
Then import contacts and companies from your old CRM.
Set Lifecycle Stages next: Subscriber, Lead, MQL, SQL, Opportunity, Customer.
These stages decide which contacts your workflows and reports pick up later.
Agree naming conventions for properties, lists, and workflows on day one.
✅ Готово: Your HubSpot account is tracking visitors and holding clean data.
Как использовать маркетинговую платформу HubSpot
Маркетинговая платформа lets you run email, landing pages, and forms from one dashboard.
Вот пошаговая инструкция по его использованию.
Step 1: Open the Marketing Menu
Click Marketing in the left sidebar menu.
Tools sit in categories based on how they support your process.
What you see depends on your permissions and subscription.
Marketing Hub Starter unlocks email sending; the free tier caps daily volume.
Step 2: Build a Landing Page and Form
Pick Landing Pages, choose a template, and drop in a form.
Every submission lands straight in the CRM as a new contact.
Вот как это выглядит:
✓ Контрольная точка: Your form appears live on the published page.
Step 3: Send a Behaviour-Triggered Email
Create a workflow that fires on a form submission or page visit.
Personalise the email with contact properties like first name and industry.
✅ Результат: Your landing page captures leads and emails them without manual work.
💡 Полезный совет: Send campaign emails Tuesday to Thursday morning. My open rates jump roughly eight percent.
How to Use HubSpot Content Arranger
Структура контента lets you plan, write, and publish blog posts and site pages.
Вот пошаговая инструкция по его использованию.
Step 1: Open Content Tools
Go to Content, then Blog, and click Create blog post.
The editor handles drafting, SEO fields, and scheduling in one screen.
Content tools sit under the same menu as landing pages and website pages.
Step 2: Set Topics and Internal Links
Assign each post a topic cluster and link related pages together.
HubSpot flags missing meta descriptions and weak title tags as you write.
Вот как это выглядит:
✓ Контрольная точка: The SEO panel shows no red warnings.
Step 3: Schedule and Track
Pick a publish date, then watch views and conversions per post.
✅ Результат: Your blog publishes on schedule with SEO fields filled in properly.
💡 Полезный совет: Add a form to every blog post template. Bare posts convert far worse.
How to Use HubSpot E-Commerce Manager
Управление электронной коммерцией lets you connect your store and track orders inside the CRM.
Вот пошаговая инструкция по его использованию.
Шаг 1: Подключите свой магазин
Open the App Marketplace and install the Shopify or WooCommerce app.
Products, orders, and customers sync into HubSpot automatically.
Step 2: Build Abandoned Cart Workflows
Create a workflow triggered by the abandoned cart property.
Send a reminder after one hour, then a discount after a day.
Suppress anyone who completed checkout so buyers never get the discount email.
Вот как это выглядит:
✓ Контрольная точка: Test orders appear on the contact record.
Step 3: Segment by Purchase History
Build lists for repeat buyers, lapsed customers, and high-value orders.
✅ Результат: Carts get recovered automatically and buyers land in the right segment.
💡 Полезный совет: Exclude customers who bought in the last week from promo sends.
Как использовать автоматизацию с помощью искусственного интеллекта в HubSpot
ИИ Автоматизация hands repetitive work to Breeze AI agents inside your account.
Вот пошаговая инструкция по его использованию.
Step 1: Turn On Breeze
Open Settings, find Breeze AI, and switch on the agents you need.
Breeze handles lead enrichment, встреча transcripts, and common customer queries.
Enrichment fills company size and industry without anyone typing it manually.
Step 2: Set Up Lead Scoring
Score leads on email engagement, page visits, and form fills.
High scorers route to sales automatically instead of sitting in a list.
Вот как это выглядит:
✓ Контрольная точка: Scores update on contact records within minutes.
Step 3: Automate Follow-Ups and Tickets
Build sequences that send timed, personalised информационно-просветительская работа without daily effort.
Add rules that create support tickets from inbound chat messages.
✅ Результат: Repetitive follow-ups, scoring, and ticket creation now run without you.
💡 Полезный совет: Review Breeze-enriched records monthly — guessed job titles need a human check.
Как использовать отчетность и аналитику HubSpot
Отчетность &Аналитика turns raw activity into dashboards your team actually reads.
Вот пошаговая инструкция по его использованию.
Step 1: Create a Dashboard
Go to Reporting, then Dashboards, and start from a template.
Sales, marketing, and service templates each ship with sensible defaults.
Step 2: Add the KPIs That Matter
Track lead conversion rates, email performance, and revenue by source.
Filter each report by owner, pipeline, or date range.
Attribution reports show which blog posts and campaigns actually produced revenue.
Вот как это выглядит:
✓ Контрольная точка: Each report loads with real data, not zeros.
Step 3: Schedule Email Delivery
Send the dashboard to your team every Monday morning automatically.
✅ Результат: Your team sees the same numbers weekly without asking for them.
💡 Полезный совет: Cap dashboards at six reports — anything longer stops getting opened.
How to Use HubSpot Contact Manager
Управление контактами keeps every contact, company, and deal on one shared record.
Вот пошаговая инструкция по его использованию.
Step 1: Create Custom Properties
Add properties for the data your бизнес действительно нуждается.
Lead source, industry, and job title are the usual starting three.
Stick to your naming convention so nobody creates a second Industry field.
Step 2: Build Your Deal Pipeline
Match stages to your real process: Prospecting, Qualification, Demo, Closed-Won.
HubSpot’s defaults include Appointment Scheduled, Qualified to Buy, and Proposal Sent.
Вот как это выглядит:
✓ Контрольная точка: New deals drop into the first pipeline stage.
Step 3: Sync Outside Tools
Use Data Sync to connect Google Contacts, Mailchimp, or your help desk.
Operations Hub syncs records both ways, so nobody retypes anything.
✅ Результат: Every rep sees the same contact history and the same deal stage.
💡 Полезный совет: Add a meetings link to your email signature — bookings update the CRM немедленно.
Советы и полезные приемы для HubSpot Pro
After three years in the platform, these are the tips I hand new hires.
Most of them save more time than any single automation does.
Клавиатурные сочетания
| Действие | Быстрый доступ |
|---|---|
| Глобальный поиск | / |
| Создать новую запись | C |
| Log a call on a record | L |
| Save email template | Ctrl + S |
Скрытые функции, которые большинство людей упускают из виду.
- Академия HubSpot: Free certifications in inbound marketing, email, content, and digital marketing.
- Conversations inbox: Runs team email and live chat from one shared inbox.
- Meetings links: Prospects book your calendar directly and the CRM updates itself.
HubSpot: распространённые ошибки, которых следует избегать
Mistake #1: Importing Messy Data
❌ Неправильно: Dumping an old spreadsheet straight into your HubSpot account.
✅ Справа: Clean duplicates and dead emails first, then import in batches.
Mistake #2: Building Workflows Too Рано
❌ Неправильно: Automating before you know where buyers actually stall.
✅ Справа: Map the customer journey, find the bottleneck, then automate that step.
Mistake #3: Nobody Owns the Account
❌ Неправильно: Five people creating properties with five different naming styles.
✅ Справа: Name a HubSpot Champion to manage permissions and settle naming rules.
Устранение неполадок HubSpot
Problem: Tracking Shows No Visitors
Причина: The script sits in the wrong place or a cache is serving old pages.
Исправить: Move the code above the closing body tag, then clear your site cache.
Problem: Marketing Emails Land in Spam
Причина: Your sending domain isn’t connected and authenticated in settings.
Исправить: Connect the domain, add the DNS records, then warm up with small sends.
Problem: Duplicate Contacts Keep Appearing
Причина: Two synced apps write the same person under different email addresses.
Исправить: Run the duplicate manager weekly and set email as the unique identifier.
📌 Примечание: If none of these fix your issue, contact HubSpot support.
Что такое HubSpot?
HubSpot is a CRM platform that joins marketing, sales, and support on one database.
Think of it as a shared filing cabinet that also does the follow-up.
Посмотрите этот краткий обзор:
В его состав входят следующие ключевые особенности:
- Маркетинговая платформа: Run email campaigns, landing pages, and forms from one place.
- Структура контента: Plan, publish, and organise blog posts and web pages.
- Управление электронной коммерцией: Connect your store, track orders, and recover abandoned carts.
- Автоматизация с помощью ИИ: Hand repetitive follow-ups and data entry to Breeze AI agents.
- Отчетность и аналитика: Build dashboards that track lead conversion and revenue.
- Управление контактами: Store every contact, company, and deal in one shared record.
Полный обзор смотрите в нашем разделе Обзор HubSpot.
Every tool above writes back to the same contact record.
Цены HubSpot
Вот сколько будет стоить HubSpot в 2026 году:
| План | Цена | Лучше всего подходит для |
|---|---|---|
| Бесплатные инструменты | 0 долларов в месяц | Solo founders testing the CRM |
| Запуск маркетингового центра | 15 долларов за место в месяц | Small teams sending first campaigns |
| Стартовая клиентская платформа | 15 долларов за место в месяц | Teams wanting sales and marketing together |
| Специалист маркетингового центра | 800 долларов за место в месяц | Growing teams needing deep automation |
Бесплатная пробная версия: Yes — the Free Tools tier never expires and needs no card.
Гарантия возврата денег: No refunds on monthly plans, so start free and upgrade later.
💰 Лучшее соотношение цены и качества: Starter Customer Platform — sales and marketing tools for $15 per seat.
HubSpot против альтернатив
Как HubSpot выглядит на фоне конкурентов? Вот конкурентная среда:
Посмотрите это сравнение:
| Инструмент | Лучше всего подходит для | Цена | Рейтинг |
|---|---|---|---|
| HubSpot | Универсальная CRM-система | 15 долларов в месяц | ⭐ 4 |
| GoHighLevel | Агентства | 97 долларов в месяц | ⭐ 4.5 |
| Пайпдрайв | Воронки продаж | 14 долларов в месяц | ⭐ 4.5 |
| Кеап | Малый бизнес автоматизация | 249 долларов в месяц | ⭐ 4.1 |
| ActiveCampaign | Автоматизация электронной почты | 15 долларов в месяц | ⭐ 4.5 |
| ClickFunnels | Funnels | 97 долларов в месяц | ⭐ 4.2 |
| Salesforce | Корпоративные продажи | 25 долларов в месяц | ⭐ 4.4 |
| Zendesk | Служба поддержки (тикеты) | 19 долларов в месяц | ⭐ 4.3 |
Краткий выбор:
- Лучший вариант в целом: HubSpot — one database for marketing, sales, and support
- Оптимальный бюджет: Pipedrive — cheap seats if you only need a pipeline
- Лучший вариант для начинающих: HubSpot — free tier plus HubSpot Academy training
- Лучший вариант для агентств: GoHighLevel — client sub-accounts built in
🎯 Альтернативы HubSpot
Ищете альтернативы HubSpot? Вот лучшие варианты:
- 🚀 GoHighLevel: Built for agencies running many client accounts under one login and white label.
- 💰 Pipedrive: Cheaper per seat with a visual pipeline that sales reps learn in an afternoon.
- ⚡ Кеап: Strong small-business automation with invoicing and payments bundled into the same plan.
- 🧠 ActiveCampaign: Deeper email automation logic at a lower price than Marketing Hub Professional.
- 🎨 ClickFunnels: Funnel-first строитель for anyone selling courses, coaching, or single-product offers.
- 👶 Народ: Lightweight contact CRM for small teams who find HubSpot’s settings overwhelming.
- 🔥 Немедленно: Холодные электронные письма at volume with inbox warm-up that HubSpot deliberately does not offer.
- 🔧 ClickUp: Project management first, CRM second — good if delivery matters more than marketing.
- 🌟 CRM в понедельник: Colourful boards and easy custom fields for teams already используя понедельник работа.
- 💼 Капсула CRM: Simple, affordable contact and deal tracking with almost no setup required.
- 🎯 Insightly: Pairs CRM with project delivery, useful for agencies handing off signed deals.
- ⭐ Freshsales CRM: Built-in phone and AI scoring at a friendlier price for outbound sales teams.
- 🏢 Salesforce: Enterprise depth and customisation, but you’ll need an admin to run it.
- 📊 Zendesk: Support ticketing specialist with better routing than HubSpot’s Service Hub.
Полный список смотрите в нашем Альтернативы HubSpot гид.
⚔️ Сравнение с HubSpot
Вот как HubSpot выглядит в сравнении с каждым из конкурентов:
- HubSpot против GoHighLevel: GoHighLevel wins for agencies; HubSpot wins on reporting depth and data hygiene.
- HubSpot против Pipedrive: Pipedrive is cheaper for pure sales; HubSpot wins once marketing joins in.
- HubSpot против Keap: Keap bundles payments; HubSpot scales further and has a real free tier.
- HubSpot против ActiveCampaign: ActiveCampaign has finer email logic; HubSpot has the stronger CRM underneath.
- HubSpot против ClickFunnels: ClickFunnels builds better funnels; HubSpot keeps the customer record afterwards.
- HubSpot против Folk: Folk is simpler to learn; HubSpot does far more once you grow.
- HubSpot против Instantly: Instantly wins on cold outreach; HubSpot wins on nurturing warm inbound leads.
- HubSpot против ClickUp: ClickUp manages delivery better; HubSpot manages the pipeline and campaigns better.
- HubSpot против Monday CRM: Monday is friendlier visually; HubSpot has stronger email and analytics tools.
- HubSpot против Capsule CRM: Capsule costs less monthly; HubSpot offers automation Capsule simply does not.
- HubSpot против Insightly: Insightly links deals to projects; HubSpot leads on marketing and content tools.
- HubSpot против Freshsales CRM: Freshsales bundles calling cheaply; HubSpot wins on content and landing pages.
- HubSpot против Salesforce: Salesforce customises deeper; HubSpot is faster to set up without an admin.
- HubSpot против Zendesk: Zendesk handles support better; HubSpot connects support back to sales history.
Начните использовать HubSpot прямо сейчас!
Вы научились использовать все основные функции HubSpot:
- ✅ Маркетинговая платформа
- ✅ Расположение контента
- ✅ Управление электронной коммерцией
- ✅ Автоматизация с использованием ИИ
- ✅ Отчетность и аналитика
- ✅ Управление контактами
Следующий шаг: Выберите одну функцию и попробуйте прямо сейчас.
Большинство людей начинают с управления контактами.
Это займет меньше пяти минут.
Часто задаваемые вопросы
HubSpot CRM — бесплатная система?
Yes. HubSpot’s Free Tools tier includes contact management, forms, email marketing, and live chat. It never expires and needs no credit card to start.
How do I create a HubSpot account?
Go to hubspot.com, click Get free CRM, then sign up with your work email. Your HubSpot account activates on the free tier immediately.
Is HubSpot Academy free?
Yes. HubSpot Academy offers free certifications in inbound marketing, email marketing, content marketing, and digital marketing. The Marketing Software certification is also free.
Какие недостатки у HubSpot?
Paid tiers get expensive fast, especially Marketing Hub Professional at $800 per seat. Contract terms are rigid and annual plans rarely allow mid-term downgrades.
How long does HubSpot take to learn?
Basic contact and email work takes an afternoon. Workflows, custom properties, and reporting take a few weeks of regular use to feel natural.
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