As a B2B business, there’s a good chance you’ve considered outsourced sales as a service to help grow your business. So, why is it that you still have your doubts about sales outsourcing? Maybe you’re unaware of the true cost of DIY lead generation and want to do it yourself. Or, maybe you are aware that outsourcing your B2B lead generation efforts is much more cost-effective; however, you just want more insight.
How long will it take and how much activity will it take before I get my first sales appointment? What size deals can I expect to close? All of these are valid questions; and we’re happy to tell you that we have B2B appointment setting data for various industries that we work with.
If your company is looking for commercial cleaning leads but you’re on the fence about starting a B2B appointment setting program, this might help. What might be scaring you is your lack of knowledge on what B2B appointment setting programs look like for typical commercial cleaning companies. Lucky for you, Abstrakt has worked with hundreds of cleaning companies across North America, and we have all of the data to share with you.
If you’re considering an appointment setting program, we hope this information helps aid in your decision-making process.
NOTE: Due to the amount of experience we have in this industry, these are long-term numbers based on data collected over several years. This makes the information we’re about to share with you very reliable (more data over a longer period of time = better info because you have a bigger sample size you’re working with).
Average Deal Size: $23,801.42
The average deal size from commercial cleaning appointments is $23,801.42. It’s hard to say what types of jobs a majority of these opportunities came from (e.g. was the deal just for a single job like carpet cleaning or window cleaning? Or, was the deal from a commercial cleaning contract (ongoing services)? The correct answer is a mixture of both.
The important takeaway here is that B2B appointment setting helps you build a healthy sales pipeline where you consistently generate ALL TYPES of opportunities. You no longer have to just focus on getting the big jobs or hang onto that last bit of hope that you may get a small job; with an appointment setting program, you’ll close deals all the time with companies who have all different kinds of needs.
Most Common Key-Decision Maker: Plant Manager or Facility Manager
Whether it’s a huge corporation looking for more leads or a small family-owned business, mostly everyone has a common misconception: they need to speak to the ‘man in charge.’ Speaking with the highest person on the totem pole may seem beneficial, but it’s actually not the person who makes the buying decision for what you’re selling (a majority of the time). For commercial cleaning companies, a CEO or Director is definitely not the person you want to talk to.
Several years of collected data show that the most common KDM for commercial cleaning appointments is a Plant Manager or Facility Manager. Fortunately for you, if you’re a commercial cleaning company, these people are not that difficult to get in contact with. So, use this information to your advantage when setting appointments. Quit wasting your time trying to get a response back from the CEO; go for the Facility or Plant Manager and you’ll be golden.
Typical time between 1st dial and 1st appointment (days): 167
The average number of days between the first dial made and the first appointment set (per prospect) is 167 for commercial cleaning companies. Don’t let this number scare you, there’s actually an important takeaway here. While 167 days sounds like a long time (roughly five months), it’s actually short considering the type of service cleaning companies sell.
This is the important takeaway: when a commercial cleaning company calls prospects, they typically get the response, “we’re fine with who we’ve got.” Any B2B appointment setting expert knows that it’s only a matter of time before their current provider messes up or does something they’re unhappy with. Most salespeople hear this and move onto the next prospect. However, a B2B appointment setter will instead nurture those prospects. And, sure enough, 167 days later (sometimes more, sometimes less), something has happened that will let you in the door. This is the main reason most commercial cleaning companies can’t grow; they don’t understand the importance of lead nurturing. They give up on prospects who say they aren’t interested when in reality, these are the people who you must keep in touch with.
Any company (commercial cleaning or not) who has a long sales cycle must perform B2B appointment setting activities to be successful.
# of dials between 1st dial and 1st appointment: 12
As previously noted, most commercial cleaning prospects say, “we’re happy with our current provider, thanks though.” In the sales world, this basically means screw off. If a prospect gives the impression that they don’t want to be bothered, a B2B appointment setter probably isn’t going to call them 100 times. What a smart appointment setter will do is say, “do you mind if I check in with you every few weeks to see how things are going?” 9 times out of 10, the prospect will say sure; and boom—you’ve successfully entered another prospect into the nurture phase.
A few months pass and you’ve made 12 or so calls to the prospect. Chances are, by this time, something that has happened with their current provider to the point where they are not happy. Maybe they did a poor cleaning job, or maybe they need a cleaning service that their current provider doesn’t offer. Either way, when you nurture commercial cleaning prospects, you get opportunities. We know from firsthand experience because it takes 12 dials on average for us to typically get an appointment. Keep nurturing your prospects, and you too can successfully schedule high-quality appointments.
Again, higher numbers indicate longer partnerships. Longer partnerships indicate that commercial cleaning clients, although it may take some time, see huge success with B2B appointment setting services. Cleaning companies are the perfect example proving that maintaining your sales pipeline consistently just gets better over time. If you’re a commercial cleaning company looking to lock down your exclusive market and consistently set high-quality appointments, contact Abstrakt Marketing Group today.