Closing Deals Fast: A Cleaning Company’s Rapid ROI With Abstrakt
Outbound BDR
Commercial Cleaning
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About Our Partner
Our client is a Texas-based janitorial services company committed to delivering consistent, high-quality cleaning. By late 2020, they realized that their in-house attempts at generating leads weren’t producing results. Facing a challenging market shaped by COVID-19—where some industries urgently needed disinfecting while others reduced or paused services—they partnered with Abstrakt Marketing Group in November 2020. Their goal was to build a predictable pipeline and sign new contracts as schools and businesses reopened.
Client’s Challenges
The commercial cleaning industry is competitive and often resistant to change. Most prospects already have a provider, making it difficult to convince them to switch. On top of that, our client’s target market was highly specific: facilities with at least 10,000 square feet, more than 30 employees, and over $1 million in annual revenue. They wanted to focus on medical practices, private schools, and office buildings within a 20-mile radius of their headquarters.
To succeed, Abstrakt needed to carefully cleanse and qualify leads while also emphasizing the client’s differentiators, such as their nine-step cleaning process and rigorous employee screening. With December looming—a notoriously slow month for B2B sales—it seemed unlikely that quick wins would come easily.
Our Solution
Abstrakt dedicated an entire month to implementation. During this time, our team gathered in-depth knowledge of the client’s goals, industry, and differentiators. We built and cleansed a targeted lead list, confirmed key decision-makers, and validated contact information. We also prepared for conversations about COVID-19 disinfecting, knowing this could be a timely way to uncover opportunities.
When the program went live on December 1, 2020, our SDRs switched into sales mode, moving beyond qualification to focus on uncovering pain points. By addressing dissatisfaction with existing providers and highlighting our client’s superior process, we were able to quickly engage prospects that were ready to listen. Careful preparation paired with persistence positioned our client to achieve results far faster than industry averages.
The Excellent Results
In just three months, our commercial cleaning client closed three new deals:
Deal 1: A manufacturing facility frustrated with inconsistent cleaning signed on December 29, 2020, adding $699 in monthly recurring revenue.
Deal 2: A petroleum products wholesaler initially resistant to switching providers agreed to a meeting after learning about COVID-19 disinfecting services. By mid-February 2021, they signed a 12-month contract worth $523 in monthly recurring revenue.
Deal 3: A machinery manufacturing company dissatisfied with their current provider signed with our client on March 1, 2021, adding $345 in monthly recurring revenue.
Together, these wins demonstrated the power of preparation and persistence, generating nearly $1,600 in recurring monthly revenue within just 90 days.
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