Enhancing Sales Competencies to Drive Conversions Post-Pandemic
The following Q&A is taken from a client review VSA Prospecting received on Clutch:
VSA Prospecting handles voice services for an experience design and creation company. VSA handles cold calling and appointment setting efforts, implementing findings from database research.
Introduce your business and what you do there.
We’re an experience design and creation company.
What challenge were you trying to address with VSA?
We had streamlined our organization as a result of the pandemic and realized we were missing some competencies. Most notably, we were missing the competency of cold calling and appointment setting.
Rather than trying to specifically recruit employees who may or may not have those skills, we chose to evaluate potential outsourcing firms. We brought on VSA to aggressively dial and set appointments for prospective customers we’re trying to reach.
What was the scope of their involvement?
First, they conducted research to better understand our organization and the campaign we were using at that moment. VSA learned the organization and assigned part of their copywriting and campaign teams to our account. They did database research to see who the potential audience would be and what quantities of those people would be available.
Eventually, their team came up with recommendations to us as to how we’d launch. All of that was collaborative, but it was all enabled by their ability to research and their commitment to creating prospects and setting appointments. VSA brought us a recommended strategy that we tweaked a little through evaluation and collaboration.
What is the team composition?
Early on, we had a team of seven people. As we launched, that became a core team of three people.
How did you come to work with VSA?
We were recommended to two firms by an organization that we have a strategic alliance with. We interviewed both firms. At the same time, I had done an online search to find where these firms were compared to the top of the game. During this search I found VSA.
In comparing and contrasting, we noticed VSA has a much more proven methodology and transparent process. There was an air of confidence about them in terms of the benchmarks they’d achieved in the past and knew they could achieve for us.
How much have you invested with them?
We’re spending an annual amount of about $60,000–$75,000.
What is the status of this engagement?
Our ongoing engagement started in September 2020.
Results & Feedback
What evidence can you share that demonstrates the impact of the engagement?
We set certain goals and strategies in terms of what we wanted to accomplish, and VSA is exceeding those. An average conversion rate is about 5%, and in comparison, VSA is delivering an average of 8.5% for us. We couldn’t be happier with that. Not only are they achieving our benchmarks, but they’re also exceeding them. This shows that there’s something special in terms of their expertise.
For this ongoing campaign, VSA has set 67 meetings for us. This is all considering that we’re in a pandemic; that’s a pretty good number. We’re very pleased by the quantity and those metrics.
How did VSA perform from a project management standpoint?
We’re happy with management reporting. We get a weekly dashboard that’s presented at an executive high level. It shows the results for that week and the results cumulatively. Attached to that dashboard, we’re able to drill down and see specific conversations when an appointment is set. We can see background information on the appointment and their business’ address. That information helps prepare us for the appointment.
Additionally, we hold a weekly Zoom call for 30 minutes where we voice any concerns and ask questions. We talk about upcoming appointments and appointments that have passed. The level of communication has been outstanding and over the top. It’s more than we could’ve ever imagined in terms of transparency, clarity, and precision. VSA is among the best I’ve ever worked with before with a subcontractor or professional service provider.
What did you find most impressive about them?
It’s extraordinary that this is a predominantly woman-owned and woman-run business. They receive awards for being an outstanding place to work as voted by their employees. VSA’s employees are super happy, satisfied, and engaged. As a result of that, the happiness and employee satisfaction feeds into our engagement.
We’ve found them to be outstandingly professional and precise. They’re warm, gracious people. We’ve developed friendships with them because they’re good at their job but are also good people. Their team members are among the finest people I’ve had the privilege of working with.