CallingAgency’s Proven B2B Lead Generation Strategy Generate 54 Appointments in 120 Days for a Janitorial Business

Client Snapshot

• Company: StratusClean
• Industry: Facilities Services
• Audience Served: Facility managers, operations directors, and decision-makers in offices, retail chains, healthcare facilities, and industrial complexes
• Campaign Length: 4 months
• Channels Used: Telemarketing, Email Marketing
• Goal: Generate qualified janitorial leads and set appointments with decision-makers to strengthen their sales pipeline and drive new client acquisition.

About StratusClean

StratusClean is a key player in commercial janitorial services, providing thorough and dependable cleaning for various clients, including offices, retail outlets, and industrial facilities. Their reputation relies on maintaining high standards of hygiene and efficiency, crucial for their business clients. They recognize that a clean environment is vital for health and productivity.

The Challenge

StratusClean faced a common B2B challenge, like a stagnant client pipeline despite excellent service. Their efforts to generate leads and set appointments failed to attract quality prospects or connect with decision-makers, resulting in few new clients and a demotivated sales team. Relying solely on inbound inquiries and word of mouth, they lacked a proactive outreach strategy. They needed a partner to generate, qualify leads and secure key appointments, shifting their sales approach from reactive to proactive.

Our Objectives

• Identify and engage with businesses that are a perfect fit for StratusClean’s services. This meant moving beyond generic contact lists and targeting decision-makers with a genuine need for janitorial solutions.
• Convert these qualified leads into confirmed, face-to-face or virtual appointments with the right people who have the authority to make purchasing decisions.
• Create a strong and consistent flow of new opportunities to ensure StratusClean’s sales team has a steady stream of prospects to pursue.
• Our goal was to help StratusClean acquire new clients and achieve its business growth objectives.

Our Strategy to Overcome the Challenges

Cold Calling

• We utilized a pre-vetted database to identify and target businesses that aligned perfectly with StratusClean’s ideal client profile.
• Our team developed dynamic and personalized telemarketing scripts that were more than just a sales pitch.
• Callers were trained to navigate gatekeepers and reach decision-makers, preventing wasted efforts on unqualified contacts.

Email Marketing

• We implemented a sophisticated email marketing campaign that complemented our cold-calling efforts. For every positive interaction or missed call, a carefully crafted follow-up email was sent.
• The emails were not just sales messages; they provided value, offering case studies, service highlights, and testimonials that reinforced StratusClean’s expertise and reliability.
• We used an automated system to send emails based on a prospect’s interaction with our previous communications, ensuring our messaging was always relevant and timely.

Appointment Setting

• Once a lead was qualified through prescreening questions and a need was identified, our B2B appointment setters smoothly changed the conversation toward setting an appointment.
• We ensured a consistent handoff of the qualified lead and confirmed appointment to StratusClean’s internal sales team.
• To minimize no-shows, we sent a series of professional confirmation emails and reminder texts, ensuring the prospect was fully aware of the upcoming meeting and its purpose.

The Results

• We consistently achieved a 100% success rate in meeting and exceeding our monthly key performance indicators for qualified leads and appointments set.
• We drove a remarkable growth rate of 40% in their sales pipeline, displaying the significant impact of our focused efforts.
• 54 sales qualified appointments in just 4 months, a direct result of our targeted approach and personalized communication.
• Our email campaigns achieved an impressive open rate of 80% , highlighting the quality of our lead data and the compelling nature of our email content.

Why It Worked

• We took the time to understand StratusClean’s services and their target audience, which allowed us to speak their language and connect with prospects on a deeper level.
• The combination of cold calling and email marketing created a powerful synergy. The two channels reinforced each other, ensuring we were always in touch with the prospects, regardless of their preferred communication method.
• We continuously monitored the performance of our campaigns, using data to refine our strategies taking help from advanced AI tools and CRM.

Sample Workflow

• A prospective company is identified as a potential client based on industry and size.
• Our telemarketing specialist makes the first call, introducing StratusClean and assessing the company’s cleaning needs.
• The caller asks targeted questions to understand pain points, current cleaning arrangements, and decision-making processes.
• Based on the information gathered, the caller highlights how StratusClean’s services can solve their specific challenges.
• A qualified lead agrees to a meeting. The appointment is scheduled directly into StratusClean’s calendar.
• A confirmation email with all the details is sent to the prospect, and the lead is seamlessly handed off to the StratusClean sales team, accompanied by a detailed report.