Case Study: Appointment Setting Informed by Data Leads to 10-15 New Appointments Per Week
The following Q&A is taken from a client review VSA Prospecting received on Clutch:
VSA makes calls and sets appointments for an industrial weighing systems provider. VSA goes over data to target appropriate contacts at potential client companies.
Introduce your business and what you do there.
We’re a family-owned geographical company with a multi-state footprint. We are a service provider, distributor, and seller of material handling and industrial weighing systems. We serve labs, industrial clients, food production customers, and weigh stations, among other companies.
What challenge were you trying to address with VSA?
We wanted to set up a lead generation program for our salespeople to set appointments and develop more business.
What was the scope of their involvement?
They set up appointments for potential customers, and they did a lot of the cold calling to reach the right people. As we got more comfortable with them, they did outreach for customer satisfaction, and they follow up to make sure our services were to their customers’ liking. Once we had better data and analytics, we targeted the right individuals within potential client companies. They took that information and contacted those individuals. That helped us generate new opportunities.
How did you come to work with VSA?
I reached out to about five companies, but I liked VSA because they were local to us. We try to be high-touch, and we felt that would help them get to know our team better.
How much have you invested with them?
They charge us per hour of calling, and we spend about $2,000 per month.
What is the status of the engagement?
We’ve worked together since at least February 2012, but I feel like we’ve worked together longer.
Results & Feedback
What evidence can you share that demonstrates the impact of the engagement?
They generate 10-15 appointments for us each week. Sometimes that’s too many for our salespeople to handle, which is a good problem to have. If we ever find a new potential customer, they get on it right away to set up appointments. They’ve very nimble, and they adapt to our programs.
How did VSA perform from a project management standpoint?
They’re more of an extension of our marketing program now, and we trust them to represent us well with potential customers. At the beginning, we met quarterly, but that model has changed to more regular conference calls. They tap into our Salesforce account to log calls and add information.
What did you find most impressive about them?
They’re very helpful and accessible. When we get backed up on our side, they’re always very patient with us.
Do you have any advice for potential customers?
Do your due diligence, but they will adapt to your needs. They focus on customer service, and they work hard to understand the businesses they support.