A Story From the Front Lines of B2B Lead Generation: Commercial Roofing #2

Most businesses start lead generation efforts because they aren’t generating enough opportunities. More often than not, they end up successfully generating new opportunities; however, they achieve a lot more than that and reap more benefits than they expected. This was certainly the case for a commercial roofing company serving the Maryland area.

When this company invested in roofing lead generation services, they got steady opportunities, but they’re also experiencing the many other benefits that solid B2B lead generation efforts bring to businesses. Here are a few quick facts about this commercial roofing company’s B2B lead generation program:

• In their second month live, they had already set 4 need-based opportunities (this is a short amount of time to start seeing the fruits of your labor from lead generation efforts)
• Shortly after, the B2B sales rep on this account set even more meetings; one with a client who was looking for a re-roof
• Utilizing excellent account management skills, the representative on the account closed these opportunities AND closed $11K in business for a roofing repair
• Since starting their B2B appointment setting program, all but one of their opportunities has gone to a proposal—the result of strategic prospecting and an excellent nurture process. They are looking at A LOT of future closed business.

Most success stories about appointment setting services include one big monster deal that took a ton of hard work and persistence to close. While these stories are great, there’s nothing wrong with a success story like this one—the story of a commercial roofing company that never knew where their next opportunity was going to come from and now is experiencing the many benefits that B2B appointment setting offers.

Lead generation efforts, specifically B2B appointment setting, positively impacted this roofing company, and it can have the same effect on your business. Here are some of the results you might see from an appointment generate program:

Build a Healthy Sales Pipeline

First and foremost, the primary reason for appointment setting services is to help companies produce a healthy sales pipeline. When you have a healthy sales pipeline, you eliminate the highs and lows of the sales cycle and experience more consistent sales performance. Always having a pipeline filled with qualified leads helps you see where prospects are in the sales process and continuously close new opportunities. Basically, establishing a pipeline means consistent opportunities for your B2B business.

Achieve Steady Business Growth

Appointment setting services help you build a healthy sales pipeline; and in turn, you’ll start to steadily grow your business. Having a pipeline filled with qualified leads of which you know the decision-maker and you know they meet your qualifiers will help you close more business more frequently and win bigger opportunities.

B2B appointment setting is all about having a prospecting process and lead nurturing process in place. When you find and qualify the best leads and then work on building relationships with those companies, you’ll steadily increase your revenue due to more closed business. Without a process in place, you simply wouldn’t be capable of having conversations with as many prospects.

Consistent and Predictable Sales Performance

Once you build a healthy sales pipeline and are starting to experience steady growth, it’s easier to look ahead and plan for the future. When you no longer have to worry about where your next opportunity will come from, you can see down the road and think about things like hiring, expenses, and future business ventures. Predictable sales performance means a predictable stream of revenue, which means you can more easily see and plan for your business’s future knowing that you have a pipeline filled with great opportunities

Improve Your Mental Health

More predictability also means less worry. When you don’t have to worry about finding new opportunities, you can focus your efforts elsewhere. You can focus on serving your current customer base and plan for ways to improve your business in the future. There’s no doubt that being a business owner is stressful—emotionally and mentally knowing that you have opportunities in your pipeline is the best thing for complete mental clarity. As a business owner, there’s no better feeling than not having to wake up and think: “Where is my next business opportunity going to come from?”