A Story From the Front Lines of B2B Lead Generation: Construction
When you outsource sales or work with a digital marketing agency, the best case scenario is that you see a return on investment (ROI). If your partner’s efforts are resulting in so much business growth that they’re paying for the cost of your program, you’ll know that you made the right decision. That’s exactly what happened for this Dallas-based construction company when they invested in B2B appointment setting services. Read on to learn more about their success.
How a Construction Company Saw ROI on Their B2B Appointment Setting Investment
You don’t hear about many companies that are thriving in the middle of a pandemic, but this company was. They were named one of America’s fastest-growing private companies and proudly served clients from the conceptual stages of a project (architecture and engineering) to the completion of construction.
While they were completely capable of performing comprehensive design-build services and growing at a steady rate on their own, they were still interested in learning more about B2B appointment setting. They came to Abstrakt in May of 2020 and wanted to know how B2B appointment setting could help them grow and expand into new markets.
The company spent a month in the implementation stage in June of 2020, and we hit the ground running with their appointment setting program in July. Here’s what happened next:
July and August of 2020—Building a Sales Pipeline
In the first two months of this client’s program, we focused on building their sales pipeline. Building a pipeline is a continuous process that never stops and it can sometimes take several months to see any sort of results from it. But once the appointments start flowing in steadily, the wait is proven to be well worth it.
At the beginning of this construction company’s program, we gathered information about their business to train our sales development representatives. Then, we asked them about their ideal customer so we could build a list of targets. We built a list of prospects that resided in five different open markets in the following industries: multi-family units, industrial, medical, law, professional services, tenant improvement offices, and retail shops. Then, sales activity began.
Hundreds of sales calls and emails helped us qualify and nurture leads. Here’s what that sales activity resulted in during the first two months:
Four appointments in July; two went to proposal
Three appointments in August; one went to proposal
Without B2B appointment setting activity, these meetings would have never happened. While it may not seem like much, these high-quality meetings instilled confidence in our partner that this program was going to help them grow their business.
September 2020—One Deal Pays for the Program for 2 Years
In September of 2020, just three months after B2B appointment setting activity began, something incredible happened. Because of the high-quality meetings we were scheduling for our partner in the last two months and their willingness to follow through with these meetings, they closed a deal from an appointment that went to proposal in August.
A single appointment that went to proposal in August closed for $900,000 in September. This deal was so big that it paid for our client’s program for TWO YEARS!
If this construction company hadn’t invested in B2B appointment setting services, who would be scheduling these meetings? Who would make hundreds of sales calls a day? Who would build a list of prospects to start with? And who would cleanse that list to make sure it was consistently filled with quality prospects? Most companies don’t have a resource to handle all of this activity—that’s where Abstrakt comes in.
The dedicated Abstrakt sales rep on this account says the following attributed to this company’s success with our program:
Connecting with the client directly
Getting as much ammo as possible (case studies, competitive advantages, etc.)
Probing prospects to speak about what is on the horizon (“What’s on your wish list?”)
When speaking to the client, ask how you can improve results—even the smallest tweak could lead to massive sales opportunities
See what the CEO of DBG Construction had to say about the hard work of their Abstrakt Sales Development Representative:
“I wanted to share that today we signed a contract with a big company from an appointment that was generated by our Abstrakt sales representative. Kudos to you for your hard work and perseverance! We are truly Abstrakt believers because of you.”
— Deemah Ramadan
This success story is a true testament to how even the most successful companies can benefit from B2B appointment setting. If you’re not consistently building a sales pipeline, you’ll miss out on huge business opportunities. A sales pipeline helps you stay in contact with top prospects in your market and positions you as a top-of-mind business when they’re ready to purchase.
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