case study

JW Estimating sought to generate new business by reaching contractors and subcontractors who could benefit from their estimating, scheduling, and reporting services.

The primary challenge was that many potential clients already had internal teams performing similar tasks, making outreach efforts more difficult. Additionally, there was a need to directly target decision-makers to effectively communicate the value proposition.

To address these challenges, We:

• Developed a custom cold-calling script that emphasized JW Estimating’s unique value, such as cost savings and improved efficiency over internal teams.
• Conducted 408 cold calls targeting contractors and subcontractors across various states, including Florida, Texas, California, and the Carolinas.
• Delivered insights from live feedback during calls, such as the need to focus on smaller companies without internal estimating teams or targeting decision-makers directly.
• Provided actionable recommendations to refine lead targeting, including sourcing decision-maker contact information and focusing on smaller businesses with unmet estimating needs.

Impact:

• Gathered valuable market insights that informed the client’s future outreach strategy.
• Suggested a strategic shift to target smaller contractors and subcontractors, resulting in a more refined approach for subsequent campaigns.

• Cold Calling: Made over 400 calls to contractors and subcontractors to pitch JW Estimating’s services.
• Script Development: Created and refined a cold-calling script based on live feedback from prospects.
• Lead Research: Identified key leads and recommended a focus on decision-makers and businesses likely to need outsourced estimating services.
• Strategic Recommendations: Advised the client to invest in tools for obtaining mobile numbers and target specific market segments.

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