GDL Building Maintenance

• 50 appointments booked in 10 months
• 5 new deals closed

Problem

GDL Building Maintenance, a local commercial cleaning company in Santa Rosa, CA, had a small addressable market because it serves only nearby clients and needs in-person assessments. It relied on word of mouth and had no quality lead base.

Solution

Belkins limited the ICP to California counties, producing a list of about 5,200 local companies, office complexes and landlords. Because decision-makers were hard to identify, it used referral-style email templates and adjusted its approach over 10 months.