Cold calling

[AMS]

Is cold calling physician's offices a good or bad idea, and why?

[Michele]

It isn't really a good or bad idea, it really depends on you, and the office.  Some offices do not like any type of solicitation at all, those I would avoid.  They usually have a sign on the door.  Other than that, it is a personal preference.  Outgoing individuals usually don't mind cold calling while introverts would rather poke needles in their eyes.  Bottom line marketing is a numbers game.  The more doors you knock on the more chance you have of signing an account.  I'm not that outgoing so for me cold calling is not easy.  What I would do though is have something to offer when I walked in to break the ice.  For example, right now I would have some kind of hand out on ICD10 that they might find helpful.  Any one who is having troubles would likely want to talk to you about them.

Hope that helps!

[kristin]

As an office manager, I hate cold calls on the phone, unless they are done a certain way, which I discussed at length in a previous reply at this forum.

As far as cold calls in person go, I respect those more, even if I don't need the service being offered, billing services included. Again, they have to be done a certain way.

I recognize that in order to get a business up and running, you need clients, and one of the ways to potentially get clients is through cold calls, be it in person or on the phone. If done the right way, it could bring results. But it has to be done right, or it is just annoying.

[williamportor]

Is cold calling physician's offices a good or bad idea, and why?

Good Idea. Think of it this way...there are basically two ways of generating new business. 1. You can buy the business by advertising, or 2. You can prospect for the business through door to door prospecting and cold call prospecting.  If funds are low, or you're trying to run a lean operation with low overhead, cold calls are among the most cost effective. They're often not fun, can be pretty boring, but they do work. I've been cold calling 2-3 hours a day for 2 years, and just landed my 6th client. I'm not saying cold calls are the best method of marketing, nor should they be your only marketing tool, but if you have the time, cold calling can bring in clients at little cost

P.S. Most stockbrokers are expected to make 200-400 cold calls a day, and a good broker can pull in over a million dollars a year in commissions. We're not stockbrokers here, but I think you get the idea. Marketing is a numbers game. The more contacts you make, the more clients you sign up, it's that simple. 

[PMRNC]

Cold calling can work to make an introduction, but I've found over the years that the old adage "you have to spend money to make money", works better. Cold calling should be used to introduce yourself, offer up help, advice, etc. Don't try to get around the office manager, you'll never succeed. Once you have an interested contact, prepare to meet for dinner, offer to bring in lunch, offer to do a 90 min roundtable or troubleshooting session. Yes, this can be costly but almost necessary. Of course you only do this for serious prospects.

[williamportor]

Yes indeed, In fact door to door is more effective than cold calling. I just landed my first M.D. this way (yeah!!), after a meeting at a local coffee shop with the doctor and office mgr. they hired me. My only point was, if one is starting on a shoestring, cold calling is better than doing nothing.

[Michele]

Is cold calling physician's offices a good or bad idea, and why?

I assumed (which is never a good idea) that you meant going door to door cold calling, not phone cold calling.  But the great news is you got lots of input here either way!

[sgoforth0616]

Hi! I am starting a medical billing business with a friend of mine.  We are having trouble getting that first client.  I have been going through each zip code in my city and putting the lists of doctors in Excel lists with their address, name, phone number, and how I contacted them.  If they have a website I get the email and email them, if it is a web form I fill it out, and if they have neither of those I will mail them a brochure.  Everytime I try to call to follow up I never get past the person that answers the phone.  The doctor or office manager is always at lunch, not there, off, busy. What can I say to get to the person I need to speak to? Also i am nervous of what to say to them because I am shy.  I have scripts that I follow that came with the billing software that we purchased, but who wants to answer questions when they have all the patients waiting?  We have been to one expo but still nothing...We have a website (gstbillingsoutions.com) and also on FB and Indeed. We joined the Chamber of Commerce in our area and even rented a booth at an Expo but still nothing....Any advice? 

[Michele]

It sounds like you are doing everything right.  Unfortunately this is a numbers game.  There is no magic answer as to how to get that first client.  The first one is DEFINITELY the hardest to get.  For one reason, they are the first.  And in a situation like this nobody wants to be the first.  Maybe you could try offering a free consultation to go over any issues they may be having with the ICD10 transition.  Or a free analysis of their current billing.  Run an aging report and show them where they are losing money.  Many offices do not regularly work aging reports so that is a great way to point out where they are losing money. 

It is easy to disregard an email or toss a mailing, maybe you would want to consider going in person.  But make sure you are offering something.  Like a flyer on "Top Common Issues with ICD10 transition" or "7 ways to stop losing money".  Something catchy. 

Don't Give UP!

[roxdione]

Any luck?

[williamportor]

Hi! I am starting a medical billing business with a friend of mine.  We are having trouble getting that first client.  I have been going through each zip code in my city and putting the lists of doctors in Excel lists with their address, name, phone number, and how I contacted them.  If they have a website I get the email and email them, if it is a web form I fill it out, and if they have neither of those I will mail them a brochure.  Everytime I try to call to follow up I never get past the person that answers the phone.  The doctor or office manager is always at lunch, not there, off, busy. What can I say to get to the person I need to speak to? Also i am nervous of what to say to them because I am shy.  I have scripts that I follow that came with the billing software that we purchased, but who wants to answer questions when they have all the patients waiting?  We have been to one expo but still nothing...We have a website (gstbillingsoutions.com) and also on FB and Indeed. We joined the Chamber of Commerce in our area and even rented a booth at an Expo but still nothing....Any advice? 

Launching your medical billing business is much like launching a rocket ship. A rocket ship will use 90% of it's  fuel just escaping the earth's gravity, after that only a small push will keep it going.  You're doing the right things, you just need to keep doing them. Sometimes it feels like your not going anywhere with your efforts, but you really are. Sometime, when you least expect it, a doctor will call you asking about your billing services. Going door to door is a very good idea, you'll get better at what to say with practice. If the office mgr. is not available always leave your business card or a brochure. Fortune favors the persistent!