Author Topic: Meeting With Prospect  (Read 3248 times)

jyoung65

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Meeting With Prospect
« on: May 01, 2012, 04:27:42 PM »
This is a challenge for me meeting with prospects. I have a meeting coming up. I am preparing for it, my thing is I am a home-base just starting out and this is a large practice. I know they are going to ask me: Where is your company located? How many employees do you have? Can we take a tour of your office? How many clients do you have and their specialty? I am very uncomfortable with not telling the truth. I do realize that if I tell the truth that I will not get contract. Another thought is that if I not tell the truth if will back fire. How should I answer those questions and not knock myself out of the contract? Has anyone ever experience this? I need some feedback please.


Thanks


SLITTLES

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Re: Meeting With Prospect
« Reply #1 on: May 01, 2012, 04:57:13 PM »
I tell the truth!  I would tell them I have an office in my home, and I don't have any clients as of yet so they will be my only provider as of now.. which means they get all your attention (don't tell them the last part..lol). 

I also let them know that even though I just started my own company I have been doing billing for xxx number of years which is why I started my own billing company.

Don't focus so much on how many clients you have or don't have because it could be a negative if you have to many clients in their eyes.

Focus on you, your skills, experience and expertise.  Sell yourself after YOU will be doing there billing..

Hope this helps!
Shontel Littles
" Show Me The Money"

PMRNC

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Re: Meeting With Prospect
« Reply #2 on: May 01, 2012, 05:14:45 PM »
I second that.. tell the truth, only answer what's asked. Personally I've never been asked to take a tour of my office, but I suppose you would need to oblige and your home office should be separate from your home anyway due to HIPAA compliance, none the less, I've never been asked that one.  I always tell providers how long I've been in business as well as how long I've been in the industry and provide them with references to put their minds at ease. Another thing that seems to put worries to rest is showing them my compliance plan. Usually they are VERY impressed at that alone. :)  Doctors, at conferences are being told to ask for this from third party billing companies so if you have one,  and you should, it's an added bonus and could land you the client.
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

jyoung65

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Re: Meeting With Prospect
« Reply #3 on: May 01, 2012, 06:14:26 PM »
Thanks for the feedback, it is very help. :)

fludderby

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Re: Meeting With Prospect
« Reply #4 on: June 08, 2012, 10:18:27 PM »
What is a compliance plan?

Medical Billing Forum

Re: Meeting With Prospect
« Reply #4 on: June 08, 2012, 10:18:27 PM »

PMRNC

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Re: Meeting With Prospect
« Reply #5 on: June 09, 2012, 03:12:35 PM »
They don't teach you this in any medical billing course or school and its' a terrible shame because it is one of the most important tool a reputable billing company should have. It is a complete road map of your company's compliance plans. It contains all the steps taken and followed or shall be followed in case of compliance issues. Of course if you do NOT know what goes into a compliance plan you cannot ensure compliance and create a compliance plan..  It's the foundation of your business. When doctors go to AMA conferences now they are told that if they outsource they should obtain a full compliance plan of the company they hire. I've been asked for mine a few times as well. It doesn't look good when you say you don't have one.  I really wish they would teach these things in the courses .. I think they don't because they know it will scare off the startup's. :(
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

Medical Billing Forum

Re: Meeting With Prospect
« Reply #5 on: June 09, 2012, 03:12:35 PM »