Case Study: Non-Profit Organization Achieves 100% Close Rate with Phone Prospecting
The following Q&A is taken from a client review VSA Prospecting received on Clutch:
VSA provides ongoing phone prospecting services for a not-for-profit company. They sell services to clinicians eligible for the Centers for Medicare & Medicaid Services program.
Introduce your business and what you do there.
I’m the senior quality programs analyst at a not-for-profit corporation that pursues economic development. We receive Centers for Medicare & Medicaid Services (CMS) grants to provide services to clinicians and health care systems. We’re also a qualified clinical data registry.
What challenge were you trying to address with VSA?
Clinicians that are eligible for the CMS program must report to avoid a penalty. We sell our registry services to Merit-based Incentive Payment System (MIPS) providers. We have sales quotas, which we’d previously been using student project assistants to meet.
What was the scope of their involvement?
VSA supplements our sales team for recruitment efforts. We give them a list of clinicians that we know are eligible for the CMS program. They call them on the phone to sign them up for our services. Each member of their team dedicates 40 hours a week, making over 100 calls. It takes about 4-5 calls to close a sale. They also assist with other efforts here in terms of recruitment, not just for the registry program.
What is the team composition?
The team size varies depending on my sales goal for the week. We mostly use three FTEs to make calls. Amy is our account manager and the main point of contact.
How did you come to work with VSA?
We’d narrowed down our search to 3-4 companies. Our director for business development found VSA and introduced them to my team. We chose them in large part because they’re local. They’re close enough that we can meet with their staff in person. It also makes it easier that they have a relationship with the state in which we are a designee for health information technology by the Department of Health.
What is the status of this engagement?
Work started in early 2018 and the engagement is ongoing.
Results & Feedback
What evidence can you share that demonstrates the impact of the engagement?
Having a full-time dedicated sales team has helped us achieve our sales goal much faster than in previous years. VSA committed to a 100% close rate in terms of sales, which they hit prior to the end of 2018. They’re a valuable asset to our company, particularly in terms of freeing up our staff to do other things. They were able to meet our sales goal earlier than expected.
How did VSA perform from a project management standpoint?
Amy and the rest of the team are excellent. I’ve met with them twice. It’s really nice to be able to have in-person meetings. They’re so responsive. I let them know the goal we’re trying to reach, and they’re prepared to make it happen. I have weekly calls with Amy to make sure they’re on track to meet the goal. We also use those calls to make any changes as needed.
What did you find most impressive about them?
Their willingness to actually learn about the program is quite impressive. They want to know more than just our sales goal. It’s been helpful for them to understand the background of the CMS program and why exactly a clinician needs to sign up. They’re much more efficient at answering questions now rather than having to escalate the calls to me. I appreciate that they want to know why we do what we do. It takes a lot of stress off my staff that we can trust VSA to do more.
Are there any areas they could improve?
No, I honestly don’t have any constructive feedback. We’ve been using them for over a year, and they catch on quickly and ask good questions.