Engineering - Roofing & Solar

SALT Marketing works with Commercial Roofers in a given region. When we work with a roofing client, we maintain exclusivity - meaning we only represent one customer per region to avoid any conflicts. We aim to work with one of the top five commercial roofing companies in each region. Ultimately, SALT is seeking clients with Operational Maturity who close the deals that we bring in.

As a dedicated hunting team, SALT understands the complexity and lengthy sales cycles involved in commercial roofing projects. In order to be successful, SALT wants to work with the best contractors who win when we get to the closing table. While relationships take time to develop, SALT has a proven process that involves exchanging information of value over time to build trust. Ultimately, SALT is looking to work with clients with a proven process and scalability.

“SALT is the sales team we rely on to identify major commercial roofing opportunities. We have worked with them for over three years and have closed a number of relationships based on their work”

- President - Commercial Roofer

Client Capabilities

  • Re-Roofing, Repairs, Maintenance
  • Roof Management, Proactive Programs
  • Air Conditioning and HVAC
  • Solar
  • Lightning Protection
  • Safety and Fall Protection
  • Custom Sheet Metal
  • Skylights
  • New Construction Roofing
  • Crane Work

Frequently Asked Questions

We do not support roofers of single family properties. SALT typically works with Commercial Roofing Contractors seeking larger and more complex projects valued at over $100,000. We want large accounts that quickly offset the cost of our program.
We only work with one client in each geographic region. In some cases this is an entire state, other times it’s just a metropolitan area. It depends on the size and capabilities of the contractor and the package you buy with SALT.
Yes, SALT subscribes to industry leading data sources and has an internal database of 6 million contacts. We build our target lists based on industry, geography, size, and other factors determined in onboarding.
As the client, you hire SALT for time, talent and process. We work on your behalf using your brand name to gain entry to new customers. While we track and have access to the data through the engagement, you own everything we gather on your behalf.
As we dig deeper into internal sales teams we often find they are fairly technical staff - sometimes former engineers. These teams frequently work within the existing book of business and lack the personality and process for prospecting. SALT would argue that we have the time and process to serve as the dedicated hunting team. You benefit from the specialization of tasks by keeping your technical sales staff focused on higher value activities.

Examples of Success

Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Prospects Identified for Engineering-Roofing Clients
Client Discovery

Client Discovery

SALT hold a series of on-boarding calls to become a seamless extension of your team—to accurately represent your business.

Client Discovery

List Building

Qualified, dedicated humans at SALT use their expertise and knowledge of world class tools to create a custom prospect list.

Account Qualification

Account Qualification

Leads are qualified based on how good of a match they are for you.

Contact Verification

Contact Verification

SALT finds the right people—the decision makers. We obtain contacts, email addresses, and phone numbers.

Relationship Building

Nurturing Relationship

We nurture the contacts, building trust using your brand over time. Regardless of interest, we nurture relationships within qualified accounts.

Opportunity Handoffs

Opportunity Identification

Hand-off takes the form of a call, face-to-face meeting or webinar. During this, we set up the QFTA - Qualified First Time Appointment.

SALT Marketing has a longstanding relationship with the largest roofing company in Florida. The business is a second generation family owned business with existing sales staff and ample marketing resources. The existing sales team was assigned to geographic regions and spent a majority of their time walking roofs and providing quotes. In some cases, the sales team was also asked to be involved in aspects of project management and customer success after a bid was won. While this was a valuable use of time, it limited the ability to prospect and hunt for new accounts. SALT was brought in to supplement the existing sales team and expand the outreach with qualified targets.

SALT Performance Stats (average)

  • Clients Supported
    5
  • Client Revenue Range
    $15M - $120M
  • List Size
    2760 Accounts
  • Qualified Accounts
    439 A&B
  • Typical Handoff Value
    $200,000
  • Handoffs per Month
    3-4
  • Time to ROI
    9-12 months
  • Total Projects Quoted
    $54M

Industry Graph (percentage)

  • HOA
    13.1%
  • Property Management
    13.9%
  • Industrial
    14.6%
  • Commercial Office
    16.6%
  • Apartments & Condos
    12.2
  • Retail
    9.8%
  • Other
    19.8%

Download Case Study

  • Download Case Study Here
  • SALT_Overview
  • SALT High Value Target Case Study

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