Client: Compulsive Cleaning Services
Engagement Duration: 6 months
Industry: Commercial Janitorial Services
Summary:
The team at Compulsive Cleaning is no stranger to hard work; from large office buildings to apartment complexes—they offer quality commercial cleaning services. Their goal is to expand their customers base throughout Atlanta and the surrounding areas.
Challenge:
Compulsive Cleaning is a growing company with a hard-working owner and team, Toya Williams and her sales team primarily uses an outside sales approach to establish interpersonal connections with prospects. After making the connection, Toya and her team would used a shared Google Doc to keep track of leads and write down details for a follow up; however, this method wasn’t effective. Not only were they not able to automate leads, but it was very easy to erase data. There was no notification process that allowed contacts to sync from lead sources to the system. Also there was no integration to launch email or SMS campaigns. Williams recognized that the manual process of tracking and following up with leads was not the most efficient. Referred by our previous client, she reached out to our team and we begin working with her shortly after.
Our Approach:
- Document a sales process and activities from introduction to close
- Document that sales process using Microsoft Visio
- Assess requirements for marketing tech and rep tools to help streamline sales process and increase conversion rates for leads and prospects
- Design system with custom headings and details that are relevant to CC’s target market
- Build system and configure backend to automate processes and communications with auto-response and email and SMS drip campaign capabilities
- Integrate with social media to sync prospects from lead pages
- Create email and deal templates with contracts to streamline the closing process in less time
Solution:
Our recommended solution for Compulsive Cleaning was to implement a CRM system. CRMs allows companies to streamline and automate communications with leads thought SMS and email drip campaigns. We also configured several integrated plug-ins.
One included a project management functionality that allowed her team to not only effectively manage contacts as prospects with integrations such as the auto-dialer and drip capabilities, but manage projects when those prospects converted to clients. The systems allows for more accurate revenue forecasting and customer analytics that enables marketers to tailor advertising campaigns for higher conversions, and as a result higher ROI.
Results:
Our CRM implementation for Compulsive Cleaning created a huge and immediate impact on their sales process. We automated and streamlined once manual and time-consuming tasks. We also created pre-designed templates like, the statement of work and contracts that can be sent manually or included in an automated process.
The system also aided their efforts in building relationship with prospects and current customers with the functionality that allowed them to add important notes, concerns, requirements, and other relevant details important to know when nurturing leads.
Statistics:
- ROI for CRM is $6.71 for every dollar spent
- Increase in Sales: 27%
- Improved Productivity: 42%
- Boost Forecast Accuracy: 39%
- Increase Conversion Rate: 33% (8 month duration)