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Case Study — Home Improvement
From Idle Diaries to a Full Appointment Book
The problem
The client, a home improvement business selling through in-home sales appointments, had a rising cost per inbound lead and a sales team with unfilled diary time. Appointments that did get booked, through a previous outsourced dialler, frequently didn’t show — wasting rep time on wasted drives.
The approach
SpringLead built a targeted outbound list against the client’s ideal customer profile, ran a qualification script aligned to their specific criteria (homeowner, right property type, genuine intent within a defined timeframe), and booked appointments directly into the sales calendar. Each appointment was confirmed by phone ahead of the slot, rather than left to a single unconfirmed booking.
The result
Appointments booked, 58 in the first six weeks, held at a 71% show-up rate — well above what the client had been getting from unconfirmed bookings. Sales reps spent noticeably less time driving to appointments that never happened.
SpringLead didn’t just send us more leads — they sent us leads our sales team actually wanted to speak to. That’s the difference.
— Sales Director, Meridian Home ImprovementsLessons learned
Confirming appointments ahead of the slot did more for show-up rate than any change to the sales pitch itself. Getting the qualification criteria right upfront — before a single call was made — mattered more than the volume of calls made.
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