Case Study: Setting Appointments in a Challenging Industry
The following Q&A is taken from a client review VSA Prospecting received on Clutch:
VSA engaged in extensive industry discovery for a plumbing equipment supplier before writing scripts for phone calls. Their team then cold-called sales leads to set up appointments for their client.
Introduce your business and what you do there.
I am the director of marketing of a plumbing manufacturing company.
What challenge were you trying to address with VSA?
VSA was running our appointment setting and telemarketing operations, as those are functions that our sales team isn’t really able to fulfill because they take so much time.
What was the scope of their involvement?
They spent quite a bit of time understanding who our target audience was. After getting a handle on our needs and who we were targeting, they went about crafting a script and strong call-to-actions from our company’s perspective. We went through a process of approving those scripts and the messaging there, and then they started the appointment setting process.
We started in targeted areas across the US based on who within our sales team could take on those appointments, and also just to see how their success varied from territory to territory.
How did you come to work with VSA?
We compared 3-4 companies and spoke with a few of them during our search. Our biggest concern upfront was the delicacy of setting up new appointments with companies and winning their trust.
We didn’t want to burn leads for our sales team before they even had a chance to make a relationship with them, and of all the telemarketing companies that we reached out to, VSA gave me the most confidence that they were going to be extremely professional in that process. I also contacted all of their references and confirmed their skills and in particular, their tact with clients in difficult industries.
How much have you invested with them?
We’ve spent close to $30,000 with VSA in total.
What is the status of the engagement?
We worked with them from around January 2018-April 2019.
Results & Feedback
What evidence can you share that demonstrates the impact of the engagement?
Overally, VSA set up 150-200 appointments, which is a very difficult task for our industry. On top of that, we rarely ever got feedback that they were annoying or bothering anyone. Our sales cycle is so long that we don’t know the results of them all yet, but we were absolutely pleased with the work they did.
How did VSA perform from a project management standpoint?
VSA was extremely involved in the process and was proactive in solving any issues. They made the process easy from start to finish. Their communication skills were great, and they always responded to us within 24 hours. We will definitely use them again for any other telemarketing campaigns that we have in the future.
What did you find most impressive about them?
I can’t say enough about how much time they took to clearly understand what it was we were trying to accomplish and articulate that in their emails to the customers. The difficult part is not the appointment setting; it’s trying to find decision-makers within companies, so you have a moving target, but they handled that difficulty extremely well.