Haddon Township, N.J. – for almost two decades, South Jersey-based VSA Prospecting has offered lead generation, appointment setting, and cold calling services to hundreds of clients across a variety of industries.
Valerie Schlitt, VSA’s president and owner, recently spoke with Coach Manny Nowak, host of the popular podcast Targeted Lead Generation. In the interview, she discussed both the challenges the company has faced and their plans for the future—emphasizing the ongoing need for these services as companies slowly recover from the COVID-19 pandemic.
“We have been affected by the coronavirus,” Ms. Schlitt acknowledged, “but as people realize they need to fill their pipelines for 3rd and 4th Quarter sales, they are now emerging and restarting their programs. Everyone needs to fill their funnels, or sales won’t happen long-term.”
To do that, Ms. Schlitt suggested changing the message of a cold call rather than the mode of communication itself. While some industries—such as healthcare and education—may seem inappropriate to call, she revealed that as a lead generation companies, VSA has succeeded by expressing genuine concern and offering assistance or support to prospects, rather than simply carrying on with a usual sales pitch.
Overall, she explained, the work-from-home environment has actually made it easier to get through to decision makers, who are often receptive to setting a low-pressure appointment even if they aren’t currently considering making any purchases for the company.
“People are craving human interaction right now,” Ms. Schlitt observes, “and the telephone is one of the few socially distant means of one-on-one communication. No one knows exactly what will happen in the short term, but I believe that, in the long term, the human-to-human aspect of business will never go away.”