Our client provides a comprehensive range of document care plans used in the healthcare sector, including; hospitals, nursing & residential homes, home care and clinics. Focusing on individual needs in the Health Care Sector, they design, deliver and implement systems that improve the handling of Nursing, Care and Medical Records.
Challenge:
Our client has a UK team of field sales managers. Historically they had self-generated appointments by spending one day a week in a home office. Typically this would generate between 6 and 8 appointments, meaning that over 70% of their diaries did not have fixed appointments. Prime selling time was being lost through cold calling to fill in diary gaps.
Feed Back from Client:
When we first considered employing a telemarketing agency we initially spoke to 3 companies, which we whittled down to 2, for a site visit, initially it was difficult to differentiate between the 2 agency’s so Jane at JEM suggested that we run a small pilot so that we could experience the service first hand from both agency’s.
We briefed both agency’s in exactly the same way so that the test would be equal. We had the same field sales advisor attend all of the appointments from both agencies.
A clear winner has established the team at JEM made sure that our appointments were well qualified, with the correct decision maker, appointments were further confirmed with a written appointment confirmation letter. This improved our appointment retention rate and reduced the number of no-shows.
The team at JEM have made over 600 appointments in 10 months. Because of the huge success, we have increased our field sales selling days from 4 days to 5 days and our field sales diaries are now full of great appointments every day of the week!
The Results:
- Monthly Telemarketing Budget: £1675
- Face to Face Appointments Made: 60
- Average cost per appointment: £27.91
