Case Study: Converting Leads to New Accounts for a Wholesale Distributor
The following Q&A is taken from a client review VSA Prospecting received on Clutch:
Working from provided contact lists, VSA generated leads for in-store appointments and account creation.
Introduce your business and what you do there.
I’m an internal sales manager. We are a wholesale flooring distributor with an extensive inventory in carpet, hard surface, tools, and accessories. When frustrated building and flooring professionals are spending too much time with selection meetings or chasing hard-to-find items, they call us.
What challenge were you trying to address with VSA?
We had a bank of leads we acquired over the years.
We wanted to reach out to those leads, get them to visit our showroom, and have them meet with a new account consultant to uncover if we were a fit for one another. We were having difficulty maintaining rapport with the leads once they visited our facilities, so we decided to dissolve our small telemarketing team and create a new account consultant for a few of our locations and try an outside source.
What was the scope of their involvement?
Their task was to contact these leads and uncover a soft profile to see if they had a need. Once they’d identified that this person qualified for a general floor buying account, they would try to book an in-person appointment with one of our new account consultants.
We wanted to improve our internal technique and approach, so we decided to pause our work with VSA in order to improve our sales practice. We plan to work with them again once we’ve done so.
What is the team composition?
We had one dedicated person per branch for each of the four locations we targeted.
How did you come to work with VSA?
We liked what they offered. We went to their facility, and they came to ours. We liked their personnel and the vibe of their company; they were a great fit for us.
Results & Feedback
What evidence can you share that demonstrates the impact of the engagement?
Of the 535 positive contacts we gave VSA, they achieved 44 accounts. We’d expected to hit about 10% lead generation from the contacts we provided. They came in around 8% and some contacts continue to ramp up so we’re still hopeful.
They uncovered useful information from the contacts that our sales reps could use, including their types of businesses, the products they used, even the challenges they had with other suppliers. They confirmed addresses and phone numbers. Every single lead that they booked an appointment for was a truly qualified lead. They didn’t waste anyone’s time.
How did VSA perform from a project management standpoint?
Their reporting was extensive. Their system for managing leads was detailed and provided information on qualified leads, leads who were interested but not at the moment, and appointments scheduled. They were able to provide details on every single exchange with a lead when they called.
What did you find most impressive about them?
They took the time to come to our office at least three times. I feel that they’re going to be quite successful going forward.
Do you have any advice for potential customers?
They do a great job managing your leads. If you have your own leads, you can feel confident that they’re going to manage them as if they were their own. If your company needs someone to help you find potential clients, VSA is the choice for you.