What started with a single project has blossomed into a warm and incredibly productive partnership. Together we have created dozens of effective pieces that have completely altered the sales landscape at VSP.
Services
Strategy, Video Production, Design
Client
VSP
Years
2022, 2023
As one of the leading companies in the global vision care industry, there was clearly a lot that VSP was doing well. However, a combination of increased competition and huge workloads for their existing internal team meant they wanted fresh eyes on their sales media and approach.
When coming to Richter, the first major project they required help with was redesigning the pitch decks that are the backbone of their sales process. Prior to COVID these decks were used often, but throughout the pandemic they had become the only real way for their sales team to provide in-depth information to prospects. Predominantly used on virtual meetings, these decks totaled hundreds of slides with detailed information throughout.
Another key sales strategy for VSP is attendance at major industry conventions. In this sphere, Richter was asked to help in several ways: providing content and animations for VSP booths, capturing testimonial footage from clients also attending these conferences, and providing backing material for presentations and speaking engagements.
The final piece of the puzzle was the request for video content that would bring the value proposition of VSP's services to life. These would be used both to bring prospects into sales as well as move them through sales to closing.
The first major project was to review and redesign the sales decks that were the main tool of the VSP business development team. These presentations are a vital part of their way of life, used in person and via teleconference sales meetings to enlighten potential VSP clients. This became especially important throughout the global pandemic, as all sales were now done via Zoom and using the decks.
As the new sales decks were being completed, Richter also launched a full scale video production program with several key objectives:
1. To create beautiful videos that mirror key information in the sales decks, to relay it in a more digestible way.
2. To create testimonial footage for use in building confidence in the VSP brand.
3. To create animations and videos for us in trade show booths that would improve VSP's show presence.
4. While at these conferences, to gather further "on the fly" testimonial footage from clients not otherwise available.
The array of sales enablement and confidence building media that has been created in such a short space of time has been incredible. Working with the remarkably professional and gracious team at VSP, Richter has redesigned hundreds of presentation slides, animated dozens of videos enlightening prospects about VSP's services, and captured many testimonials from real VSP clients.
The result? VSP is now armed with everything they need to successfully grow as they emerge from the tail end of the pandemic, and look forward into 2023 and beyond.
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