How to get past the "Gate Keeper"

[KLA]

I am hitting a MAJOR road block all.  I can't get past the "Gate Keeper".  I would really appreciate anyones ideas on how to do this.  Are you calling first to try and make the appointment with the key decision maker, are you dropping in?  Also, what do you do with the offices that have multiple partners and trying to get them to sign?  Thank you in advance for all your wonderful advice...

[Michele]

Is the 'gate keeper' just a gate keeper, or is the gate keeper the office manager/biller?  Many times the gate keeper is afraid that their job will be eliminated which obviously gives them major incentive to keep you out.  You need to make friends with the gate keeper.  There have been some great suggestions in the past.  For example, if dropping in, bring something with you, a dish of candy or some other appetizing dish.  Food works wonders with most of these people. Also, make your pitch interesting to them.  Offer them info about something happening in the industry or better yet in their field.  FOr example, is there a change that just took effect with any insurance carrier that probably is affecting them?  Once we used a new policy implemented by Medicare.  We did up an informational flyer regarding the policy, how it was causing problems and why.  Then we walked in and offered them the free information regarding the Medicare issue.  It made them let their guard down immediately.  Another idea is to offer to do a free presentation regarding an upcoming issue.  Make sure you are educated on the issue, and possibly offer to bring lunch for the staff.  Just gotta get creative! 

Good luck!

[KLA]

Thanks for all the great ideas Michelle!

[PMRNC]

That was the first real rule I learned in marketing.. Do NOT go around the gatekeeper. If you alienate her right off the back you won't get anywhere. I used to include them in our meetings, answer their questions and above all make them very aware that they are needed there, for both the practice and for you.

[Michele]

Let us know how they work out!   

[QueenAlicia]

What suggestions can you give in regards to mailing postcards or letters.  Address is to the doctor or office manager or both?

[PMRNC]

I will usually check for names when I am using any list, I usually make a call and ask for the office manager and just simply ask them if I can mail them some additional information. I try to use names when I am marketing as I think it shows a more personal approach.

[DMK]

Thank you Linda and Michele for respecting the "gate keeper"!  As the gate keeper, watch dog, biller, Dr.'s wife, chief cook and bottle washer (ha!) I always appreciate when I'm treated with respect (especially when the person trying to get to the doctor doesn't know my many job descriptions). 

Understand that you will NEVER get to the doctor if you're snotty to the staff.  I do the billing, but I've had several billing services come in to get our business.  If they're nice and professional, I let them know I'm the biller, take their card and keep it in the event we can ever afford to use a service.  I also let them know that we are in constant contact with MANY different types of medical facilities who look for billing services. I will absolutely tell others if someone has impressed me.

The flip side of that is if the person is overbearing, pushy, or talks down to me (not knowing my position), they get shut down immediately.  Never assume anything about the front desk person.

I get at least 10 calls per day from people trying to get to the doctor.  My job is to screen them.  I am the watch dog.  Be courteous, be professional.  That's the only way to get through.