Medical Billing Forum
Starting a Medical Billing Business => Starting Your Own Medical Billing Business => : gbilnoski May 30, 2016, 07:40:15 PM
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I am looking for ways to get my 1st client. Would like too know what others did to get their 1st client? Are there any tricks of the trade that you might suggest? Best way to get around the front desk? I would appreciate any advice that you can pass along. I have looked around the forum but have not been able to find much.
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Don't try to get around the gatekeeper, that was the first lesson I learned in marketing. The more you make them feel threatened, the less likely it will be to reach the physician. The office manager is in their position for a reason and billing companies actually depend on them to help the transition and maintain good communication between the office and the billing company. The key is to let them continue to have control, offer to talk to them first, make sure you communicate all the key points to them. I've always done that and it works MOST of the time. I let them maintain control, I even tell them they can still get all the credit. :)
You can do a number of things. I like to make contact with the office manager and offer to bring in lunch. When making cold-calls, again, offer to come in and talk to them first, highlight the main points of outsourcing so that they understand they are still needed and that it can relieve the office manager of tedious tasks regarding billing so that they can better manage the office.
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I have replied to many posts like this one at this site, so if you want to know what I said, you can search my history.
That said, as someone who not only is an office manager for a practice, but also works for two billing companies in my free time, I can see things from both sides. As the office manager(who is also the front desk person), there is no getting past me to the doctor. You deal with me first, then if I think we need your services, I talk to the doctor. As a billing company employee, I have seen what tactics work to get a client, and which ones don't. The quickest way I have seen companies get their first client is to actually know a doctor/someone on their staff, and convince them to use your company for their billing needs. Barring that, personal visits to drop off info is best. Cold calling and mailers are the worst, as far as I am concerned, from both ends of things.
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Hello - PMRNC and Kristin make a valid point regarding gatekeepers. Regarding any "tricks" all I can suggest is to start contacting clinics and offering your services. There are many way to do this. i.e. Going door to door, postcard mailers, telephone prospecting, Youtube, and many others. The very best advise I can give you is this: An imperfect marketing plan done consistently is still better than a perfect marketing plan done inconsistently. Don't worry about finding the perfect system, just start making contacts.
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Lots of good advice here. There is no magic way to get that first client. Marketing is a numbers game. You are going to get a lot of nos in order to get a yes. There are several old posts on marketing tips. Search the forum and you should find lots of suggestions!