Consistent Sales Pipeline: How a California Based Janitorial Company Booked 46 Qualified Appointments in Just 6 Months

Client Snapshot

• Company: Frezco Janitorial Services
• Industry: Commercial Janitorial Services
• Audience served: Commercial property managers, office buildings, and facility directors
• Campaign length: 4 months
• Channels used: Cold calling, Email marketing
• Goal: Book meetings directly on Moe’s calendar with prospects

About the Company

Frezco Janitorial is a professional commercial cleaning service provider specializing in office buildings, retail spaces, and industrial facilities. Led by Moe, the company offers comprehensive janitorial solutions but struggles to consistently generate new client opportunities, despite having excellent service quality and competitive pricing.

Challenges

When Moe reached out to our agency, Frezco Janitorial was facing some challenges with appointment-setting and scheduling. They lacked a clear, steady method for identifying new prospects, resulting in unpredictable revenue. Previous marketing efforts didn’t lead to meaningful conversations, and there wasn’t an easy system to identify, qualify, and nurture potential janitorial leads.

Objectives

• Connect directly with facility managers, building owners, office managers, and property management companies.
• Book qualified meetings directly on Moe’s calendar with pre-screened prospects
• Create a scalable pipeline that would support business growth
• Allow Moe and his team to focus on service delivery while we handle lead generation

Strategy to Overcome Challenges

We developed a comprehensive multi-channel approach to address Frezco’s lead generation challenges:

Cold Calling Campaign

• Developed customized calling scripts focused on common janitorial pain points (unreliable service, high costs, poor communication)
• Trained our calling specialists on Frezco’s unique value propositions and service offerings
• We implemented persistent follow-up sequences to maximize contact rates with busy facility managers.

Email Marketing

• Created compelling email sequences highlighting Frezco’s reliability, competitive pricing, and local expertise
• We designed professional email templates showcasing before/after cleaning results and client testimonials.
• Implemented automated follow-up sequences to nurture prospects over time

Appointment Setting Process

• Before booking any appointment, we conducted thorough pre-screening questions to ensure prospects were genuinely interested and had decision-making authority
• Seamlessly scheduled appointments directly on Moe’s calendar using his preferred scheduling system
• Implemented confirmation calls and emails to reduce no-show rates
• Provided detailed prospect information before each meeting, including company background, current cleaning challenges, and budget expectations

Results

Our 4-month campaign delivered exceptional results for Frezco Janitorial:

• 46 Qualified Appointments Scheduled directly on Moe’s calendar
• Average of 7 appointments per month – providing consistent sales opportunities
• High-quality prospects with pre-screened budget authority and genuine interest
• Significantly improved sales pipeline with predictable lead flow
• Enhanced business efficiency, allowing Moe to focus on closing deals and service delivery
• Measurable ROI through increased client acquisition and revenue growth

Why It Worked

• We focused specifically on decision makers in commercial properties who had both the authority and need for janitorial services, eliminating wasted time on unqualified prospects.
• Our team developed a deep understanding of the commercial cleaning industry, allowing us to speak knowledgeably about common facility management challenges and position Frezco as the solution.
• Combining cold calling with strategic email marketing increased our overall contact rates and provided multiple touchpoints with prospects.
• Our B2B appointment setting services made sure Moe’s calendar was filled only with high-potential janitorial leads.
• Daily outreach activities and systematic follow-up processes created a reliable pipeline of opportunities month after month.

Sample Workflow

• Prospect identification and database building.
• Script development and team training.
• Campaign launch and initial outreach.
• Primary cold calling push targeting 150-200 prospects.
• Email marketing campaigns to warm prospects and follow-ups.
• Appointment confirmations and pipeline review with Moe.
• Engage the prospect and assess the basic interest level.
• Book qualified prospects directly on Moe’s calendar.
• Send appointment confirmations and provide Moe with detailed prospect intelligence.