Jayex Healthcare Case Study
“Just knowing they have the confidence to pick up the phone and make that initial call to get a different kind of sales person to go in there and nurture that client is great for us, and takes the stress off us. But we are also handing it to someone who we have confidence that they will do a good job and they have proved they are doing a good job.”
Jayex Healthcare – Regional Manager – Michelle O’Brien
Jayex Healthcare provides technology to the healthcare sector including practice needs, with patient systems integration and development, online appointment booking, and business intelligence and reporting.
As a relatively new entrant to the Australian market, Jayex healthcare was looking for a telemarketing company to help introduce their business and solutions to healthcare practice managers. For Jayex, it was critical to partner with a company who could understand their technical solutions and represent their business confidently. The Jayex business model is built on trust as they sell long term contracts, and it is critical to establish this trust from the very first point of contact.
“They really wanted to understand how our product worked, what the benefits to the practice were.”
FMG spent a great deal of time getting to know the Jayex business model, their solutions, their target market, and how we could deliver results that would help them achieve their targets.
We selected dedicated agents with the skill set and personality best suited to relate to the target market, to build trust and rapport and generate interest in a new technology solution.
Jayex has a sales cycle of 6 – 8 months, so this campaign strategy was to build a pipeline of opportunities for their BDM’s to nurture. FMG was able to open the door and introduce the Jayex solutions to hundreds of practice managers. We were able to generate interest with many businesses and uncovered many opportunities, including a meeting with a big corporation that Jayex wouldn’t have thought to seek themselves.
Over the first part of the campaign, we conducted 209 hours of calling, pitch the Jayex solutions to 867 key decision-makers and secured 109 sales leads as well as building a database of interested prospects to nurture.
Our whole business is built on trust, so for us, it’s not just about making the sale because we sell ongoing services. Our prospects need to be able to trust us from that first phone call, so we need to work with a company that can build that trust. FMG work as an extension of the Jayex team so our prosects are not even aware that we are outsourcing our telemarketing.
FMG have delivered on our expectations, to have a pipeline of opportunities who have an interest in our solution.