Prospectr Marketing

BACKGROUND

Introduce your business and what you do there.

I am the regional manager of Vanguard Cleaning Systems. We’re a commercial cleaning company based in Florida.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Prospectr Marketing?

We expend a significant amount of internal resources on prospecting new customers. This often involves cold-calling, which has been the industry standard for some time. Our goal was to make one appointment for every 100 calls. As our business progressed, this strategy became less and less effective. We were looking to adopt a more deliberate digital approach to prospecting.

SOLUTION

What was the scope of their involvement?

Prospectr has provided targeted prospecting in which they contact potential leads using a follow-up email system. Once a prospect agrees to meet, we can access their information and set up an appointment. We have an evolving system. Prospectr looks at the types of clients we do business with and aims to target those more frequently. We share feedback for every prospect we receive from them.

What is the team composition?

Our collaboration is completely remote.

How did you come to work with Prospectr Marketing?

I interviewed their team and they provided a handful of leads for south Florida. We met with those leads and found that they were very interested in our services. I also found out that our company had used Prospectr for other regions with positive results. They had solid experience in our region and I found them to be a tremendous step up from traditional prospecting methods.

How much have you invested with them?

The cost of their services has been north of $50,000.

What is the status of this engagement?

We started working with Prospectr in September 2016. They continue to be integral to our efforts to source new customers.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

Since the start of our engagement with Prospectr, our numbers have improved significantly. We’re reliably closing on 30–40% of our leads, which is sensational for our industry. Compared to our results with cold-calling, we’re getting higher-quality leads that yield higher dollar value per month. We have stopped doing cold-calling internally, which drastically improved the atmosphere in our organization. Prospectr has also allowed our salespeople to be on the road longer, given that they can receive all the contact information on their phones. They’re worth every penny we’ve spent on their services.

How did Prospectr Marketing perform from a project management standpoint?

We have a remote relationship with very little interaction, which has been very helpful for us. Everything is done digitally, primarily through emails and Google Doc spreadsheets. I also have a phone call with their principal once per month. The communication is efficient and simple. The amount of interaction required to keep the relationship alive and healthy is minimal. It’s been extremely easy for us to do business with them. They simply give us the leads and let us do the rest.

What did you find most impressive about them?

The quality of their prospects is much higher than those from internal efforts and other providers we’ve used. If we get a lead from Prospectr, it’s almost guaranteed that the business in question has been shopping for janitorial services. This is all we want from a prospect—the opportunity to sit in front of someone in the market for our type of service. Whether or not those people will do business with us is determined by our efforts.

Are there any areas they could improve?

I’m sure there are areas for improvement, but I don’t have any feedback to provide at the moment. I wish that they could deliver even more leads, given that we’re based in a large metropolitan area, and we have a strong internal effort for attracting new customers.

Do you have any advice for future clients of theirs?

I'm not an expert on what Prospectr does, but I’ve always inquired about the geographical area covered by any provider I work with. Had we been located in a smaller metropolitan area, we would have eventually run out of people to prospect and convert. Scalability can be an issue for prospecting companies working in smaller regions, no matter the business type.

BACKGROUND

Please describe your company and your position there.

I’m the CEO of Amerifi. We’re a financial firm that provides loans to businesses.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Prospectr Marketing?

We needed them to identify and provide lead generation opportunities.

What were your goals for this project?

We needed them to provide leads for our sales staff to pursue.

SOLUTION

How did you select this vendor?

We found them through online research.

Describe the scope of their work in detail.

They’ve conducted digital marketing campaigns to attract potential customers. They provide leads on a daily basis.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

They’ve provided numerous leads that we’ve converted into customers. As a result, their work has been instrumental in our organization’s growth.

How effective was the workflow between your team and theirs?

Their excellent communication has fostered a dynamic relationship between our teams. They consistently fulfill our requirements.

What did you find most impressive about this company?

As a family-owned business, Prospectr Marketing’s friendly work ethic is consistent with our own values. They are trustworthy and amicable.

Are there any areas for improvement?

None at the moment. They are great.