Enhancing their existing sales approach.
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.
Assistance with their trade show presence.
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.
Compelling sales enablement media.
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.
