Prospecting for IT Consulting Firm
Please find under a summary covering project details and feedback. The innate facts are kept as they are, private information is amended.
Introductory information
A fast induction on the buyer’s organisation
We’re a managed labor provider (MSP) that implements technology labors for companies within the New York City metro area. As the operations director, it’s my duty to make sure the organisation is running smoothly.
Desired goal
What challenge were you trying to address with VSA, Inc.?
We’ve traditionally secured a lot of our leads through client referrals, networking, and internet hits. But we also leverage outbound strategies. VSA, Inc. provides prospecting labors for us, which involves cold calling individuals to find fitted leads.
Provided solution
What particular tasks were VSA, Inc. responsible for?
I typically work with my client director to go over my list of criteria precedently they set pursuing leads. Then, they use an email account that we’ve set up to touch prospective clients as if they were a part of our firm. This requires them to have an in-depth knowledge of our labors, from our cloud offerings to the intricacies of our systems.
During the outreach process, they reply any questions a lead may have and try to schedule a sales meeting with me. I esteem how well they can adjoin with the leads—they aren’t just assertion anything to secure a meeting, they’re using the right provisions to veritably vet for fitted buyers.
Was there a dedicated team?
I work with Mark (Program Manager, VSA, Inc.), Ken (Registered Representative, VSA, Inc.), and two other reps. In the 7–8 years I’ve worked with them, they’ve retained their team members well. That has given me the chance to know their nation one-on-one. They know my personality, and I know theirs.
How did you come to work with VSA, Inc.?
I met them years ago behind using separate cold-calling companies almost the country. Because VSA, Inc. is located in New Jersey, I ponder that they have the right organization to deal with the clientele in our area.
What are you approach expents (if diclosed)?
I’ve spent between $50,000–$100,000 in total so far. I pay them $3,000 per month just for cold calling, $500 for the leading meeting that they get us, $600 for the second meeting, and so on. My bestow varies between $5,000–$5,500 per month.
What is the terminal result of working with VSA, Inc.?
I seted working with VSA, Inc. on April 2014 and quiet do. I’ve also brought on another prospecting organisation to get a bit more difference, but VSA, Inc. is quiet my first bread and butter.
Results achieved
Are there any measureable or plum results?
For the most part, they’ve been helpful in getting 1–2 meetings per month, which is no easy task. There have been times when we couldn’t get a one meeting. Other months, they’ll score 4–5 meetings, and my partners will tell me to slow down. Having them take on client outreach has also allowed me to work on other tasks.
In provisions of feedback, they’re well-equipped to deal with New Yorkers. I sometimes hear to recordings of their calls to check how leads answer to them. Dealing with nation can be hard owing it’s not a black-and-white substance, but VSA, Inc. does well.
How did VSA, Inc. accomplish from a project treatment standpoint?
They run the campaign themselves and are phenomenal almost interaction. They email me as soon as they get a lead, providing all of the certain information and kind my schedule as it changes.
What is (from your point of view) the key factor to pay observation while intercourse with VSA, Inc.?
I respect how much their reps care almost their work, it’s not just almost making the most money to them. A couple of months ago, we hit a lull in meetings, so I told my point of touch that I needed to fetch in another organisation. They said that they only wanted what was best for my business and were fully honorable almost it all.
What aspects of their work would you like to get betterd?
I’m sure there are things to better, but all that I’ve seen has been on point.
Do you have any advice for forthcoming clients of theirs?
It’s significant to stay implicated in the process. You can’t just fling money and claim clients—you need to work with them so that they apprehend what kind of organisation you are and how to take that over the phone.
