Case Study: Appointment Setting for a Consumer Finance Company Leads to Hundreds of Signed Clients
The following Q&A is taken from a client review VSA Prospecting received on Clutch:
VSA provides customer cold-calling and appointment scheduling services to a mid-credit consumer finance company. They identify key company decision-makers, conduct initial pitches, and answer questions.
Introduce your business and what you do there.
I am the vice president of sales for a mid-credit consumer finance company. We work with retailers across the United States to provide financing options to their customers.
What challenge were you trying to address with VSA?
VSA works with our sales team to reach out to prospective merchants that we want to get signed up for community finance options and set up sales appointments.
What was the scope of their involvement?
We provide contact information for companies that we have identified as potential buyers, and then from there, they go through a few steps to set up a meeting with our sales team. That process includes everything from doing research to find decision-makers at each company, reaching out to those merchants, and following up on any questions necessary for an appointment to be secured.
What is the team composition?
We set a number of hours that they work per week and then that gets split amongst their team. I only have one main point of contact, but I would imagine they have about 3-5 individuals on the account.
How did you come to work with VSA?
Our CEO found them before I was engaged with the company, but I know that he visited a couple of companies in person and decided that VSA would be the best fit.
How much have you invested with them?
We’ve spent over $50,000 with them so far.
What is the status of this engagement?
We first started officially working with them in 2016, and the project is ongoing.
Results & Feedback
What evidence can you share that demonstrates the impact of the engagement?
They’ve done a great job securing appointments for us, which has been hugely beneficial to our sales team. Over the past four years, we’ve been able to sign hundreds of merchant companies through their efforts.
How did VSA perform from a project management standpoint?
Their communication skills are fabulous. They provide us with weekly statistics on how many merchants they’re reaching out to, what their closure rate is, and who they’ve had trouble getting in touch with. We have a follow-up call every other week to talk about results and answer any questions or work through any difficulties that they’ve had.
What did you find most impressive about them?
VSA is very skilled at getting right to the decision-maker and not giving up, even if they face initial push-back.
Do you have any advice for potential customers?
I think being open and honest about what you’re looking for at the beginning of any project is the best way to enable their team to be successful.