How We Qualify Facilities Management & Maintenance Leads

We’ve worked with a series of clients who provide maintenance services (e.g., HVAC filtration installation and repair, plumbing & legionnaires, electrical, general building maintenance). Our clients faced challenges in identifying businesses with upcoming maintenance needs and reaching the appropriate decision-makers to schedule service appointments. Our strategy included:

1. Targeted List Building: We worked with the client to define their ideal customer profile, considering factors such as building type, size, age, location, existing maintenance contracts, and potential service needs.

2. Targeted List Building: We built a targeted list of businesses and decision-makers (e.g., property managers, facility managers, building owners) using a combination of:

   • Property Databases: We leveraged property databases to identify potential clients based on building characteristics and ownership information.

   • Industry Associations and Directories: We utilized industry-specific directories and association memberships to identify potential clients within target sectors.

   • Local Business Listings: We researched local business listings to identify businesses in the client's service area.

3. Multi-Channel Outreach: We implemented a coordinated multi-channel outreach strategy:

   • Non-Automated LinkedIn: We would initially reach out to Facilities and Estate decision makers using LinkedIn, in a non-automated way.

   • Email Marketing: We developed targeted email campaigns with compelling messaging that highlighted the client's maintenance expertise, service offerings, and value proposition.

   • Telemarketing: Our experienced telemarketing team followed up on email outreach, qualifying leads and scheduling appointments for the client's sales or service technicians.

4. Lead Qualification Process: We implemented a robust lead qualification process:

   • Initial Screening: We screened leads based on their ICP fit, maintenance needs, and budget.

   • Needs Assessment: We conducted in-depth needs assessments to understand the specific maintenance requirements, challenges, and priorities of each potential client.

   • Decision-Making Authority: We verified the lead's decision-making authority and their timeline for making decisions about maintenance services.

   • Scheduling: We scheduled appointments for the client's team to conduct on-site assessments, provide quotes, and discuss service agreements.

5. CRM and Reporting: We used a CRM system to track all interactions, manage leads, and measure the effectiveness of each channel. We provided regular reports to the client on campaign performance and key metrics.