What was the scope of their involvement?
I typically work with my client manager to go over my list of criteria before they start pursuing leads. Then, they use an email account that we’ve set up to contact prospective clients as if they were a part of our firm. This requires them to have an in-depth understanding of our services, from our cloud offerings to the intricacies of our systems.
During the outreach process, they answer any questions a lead may have and try to schedule a sales meeting with me. I appreciate how well they can communicate with the leads—they aren’t just saying anything to secure a meeting; they’re using the right terms to really vet for qualified buyers.
What is the team composition?
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 people 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 after using several cold-calling companies around the country. Because VSA, Inc. is located in New Jersey, I think that they have the right temperament to deal with the clientele in our area.
How much have you invested with them?
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 first meeting that they get us, $600 for the second meeting, and so on. My spend varies between $5,000–$5,500 per month.
What is the status of this engagement?
I started working with VSA, Inc. on April 2014 and still do. I’ve also brought on another prospecting company to get a bit more diversity, but VSA, Inc. is still my primary bread and butter.