For many commercial roofing companies, appointment setting services is a foreign concept. For any company that traditionally has relied on referrals, word of mouth, and maybe a website to bring in new business, trying any other growth strategy just doesn’t seem feasible. A B2B lead generation solution might sound like a great idea, but where do you even begin? Outsourced sales or partnering with a B2B lead generation company is another option, but the unknown is scary. What can you expect from your program? Will it be successful?
So, what is a B2B appointment setting and how can it help your commercial roofing business? A B2B appointment setting partner prospects, qualifies, and nurtures leads for other businesses. They help B2B businesses build healthy sales pipelines and consistently generate new opportunities.
Great news—B2B appointment setting services work wonders for commercial roofing companies. How do we know? Because we’ve partnered with hundreds of them and seen it firsthand. Not only that, but we’re happy to share data from past programs. If you’re a commercial roofing company considering B2B appointment setting services, we hope this data from other roofing programs can provide insight and help with your decision-making process.
Average Deal Size: $60,201.61
The first thing you may be wondering is what size deals you can expect to close. As a commercial roofing company, there’s probably no job you would turn down. Whether you were re-roofing a chain of large retail stores or simply repairing a roof on a small mom and pop shop, an opportunity is an opportunity, and you’d gladly take it. However, it’s always nice to know when you jump into a new partnership what you can expect.
When looking at data for more than 65 commercial roofing programs, the average closed contract value was $60,201.61. This is a combination of all different kinds of work—new roofing jobs, re-roofs, roof repairs, and preventative maintenance contracts (for preventative maintenance, roofing clients are asked to report their annual earnings).
A roof repair might sound unattractive to a commercial roofing company. If you’re trying to grow your business; you want the big jobs like re-roofs, right? Not necessarily. Sure, if a big job comes along, you’re going to take it. But the reality of the situation is that responding to a roof repair is a way to get your foot in the door. Responding to small jobs is a way to get bigger jobs in the future and build long-lasting relationships. Solid, consistent B2B lead generation activity helps you start a relationship with prospects and win jobs of all sizes so that smaller jobs turn into bigger jobs down the road. Sometimes, a roof repair will immediately convert into a larger opportunity. As long as you do great work for every customer, a small roofing job almost always turns into repeat business later on. You won’t get $60,000 deals if you only focus on the big jobs. There aren’t enough of them and prospects aren’t always looking for them. Sometimes they only need a repair. But, if you take these smaller jobs, you can establish a relationship and show the customer why they may need a new roof. B2B appointment setting for roofing companies opens the door to all kinds of opportunities.
Most Common KDM Level: Facility Manager
A lot of times, businesses only want to talk to the President, Building Owner, or CEO of a company. They feel like they need to speak with someone at the top of the chain of command if they want to have an important conversation. But, commercial roofing companies must realize this: how much does the owner of a business really know about the roof? The Facility Manager is the one who has the information you need to know. They know the most about what’s going on with the roof. This person is responsible for making these types of decisions.
With a B2B appointment setting program, you’ll quickly realize this as most decision-making conversations you have will be with Facility Managers. Years of data gathered from thousands of commercial roofing appointment setting programs show this—the most common KDM we speak with for these programs is a Facility Manager.
Typical time between 1st dial and 1st appointment (days): 39
The average number of days between the first dial and the first appointment is 39 days for commercial roofing companies. This is a fairly short turnaround compared to many other industries that do B2B appointment setting, which is great news if you’re a roofing company.
Why is the turnaround time so short for setting an appointment?
- When it comes to roofing services, many companies have an immediate need (if something is wrong, you’ll need repair services right away).
- It’s also important to note here: if you were just looking for bigger opportunities like new roofs and re-roofs, it would be more like 1000 days. But, if you’re looking for all types of jobs no matter the size, the sales cycle is shorter. You have to be open to having conversations with all prospects.
- This is also a fairly short turnaround because you have to remember, the numbers are based on the high volume of people that are being called on. When you’re running a B2B appointment setting program, new conversations with new companies are happening every month. Not to mention, nurture conversations are happening with everyone that’s been touched already. Appointment setting helps roofing companies get their foot in the door with so many companies on a monthly basis.
# of dials between 1st dial and 1st appointment: 9.3
On average, it takes 9.3 dials to get an appointment for a commercial roofing company. This doesn’t sound like a lot of dials in the grand scheme of things, but it’s a decent amount of dials in a short period of time. So, what is happening on these phone calls? What happens in that short period of time?
- Determine the KDM. When trying to secure an appointment, the purpose of a few phone calls should be to find the key decision-maker (KDM).
- Cleansing calls. Once the KDM is found, cleansing calls start to happen. During these interactions with a prospect, it’s the sales representative’s job to ask questions to make sure the partnership makes sense.
- Qualifying questions. On calls, be sure to ask qualifying questions. If a lead becomes disqualified according to your criteria, you no longer need to nurture that lead.
- Survey questions. Last but not least, be sure you’re asking survey questions. These questions uncover specifics about a qualified lead so that you can further qualify them and convert them into long-term customers.
Having a process in place and knowing what questions you need to be answered on your calls is extremely important in B2B appointment setting. Lead nurturing and qualification helps you determine if a company is a fit or not a fit and ultimately, helps you secure an appointment faster. Know what you’re going to say to the decision-maker when you finally get them on the phone. When you have all this planned out in advance, you’re going to succeed.
With the right process in place, there is no limit to how much you can achieve with B2B appointment setting. As B2B lead generation experts who are experienced in working with commercial roofing companies, we are ready to help you grow your business. Are you ready to start your commercial roofing lead generation program? Contact us today to learn more.