Medical Billing Forum

Starting a Medical Billing Business => Starting Your Own Medical Billing Business => Topic started by: QueenAlicia on September 24, 2009, 01:23:12 PM

Title: Start up Marketing
Post by: QueenAlicia on September 24, 2009, 01:23:12 PM
Hello Everyone, My name is Alicia and I am starting my own home based medical billing service.  I was wondering if anyone has sent out any postcards or flyers to providers and practices to generate business.  If so how many did you send out?  Also if anyone has one they could send to me as an examply I would greatly appreciate it.  Thanks in Advance...  ;D

Alicia
Title: Re: Start up Marketing
Post by: Michele on September 24, 2009, 08:13:10 PM
This is hard to answer since mailings can vary so much.  We did mailings when we first started.  Some work well, some don't work as good, but there is no magic formula.  I believe, and I think it is the consensus on this forum is, that a mailing works best if you send them out in batches and followup with a phone call. 

Good luck
Michele
Title: Re: Start up Marketing
Post by: Meli on September 25, 2009, 08:58:38 AM
I agree.  I just sent my second set of 25 marketing materials this week and called on the first 25 from the week before.  Even though the number sounds low just keeping my contact list and tracking together took some time.  (OK I like organization) I plan on targeting a few office buidlings next week for a in person cold call.  Good luck!
Title: Re: Start up Marketing
Post by: Steve Verno CMBS, CEMCS on September 25, 2009, 02:02:32 PM
Back in 1992, I sent out more than 1,000 mailings.  I received one reply and went to the interview.  I wasnt hired because they weren't looking for a male candidate.  The female that had her appointment after me was hired instead.  We both had the same qualifications and certifications.  The only difference between us was our gender. 

I didnt complain because I answered a newspaper ad the next day and was hired in a hour after the inteview.  Th job I was hired at paid 3 times the salary of the job that responded to my mailer.  My fellow candidate came to where I was working, almost a year later, to apply for a job. I spoke wih her.  She said the job we went to was terrible.  They demanded she upcode visits and bill for visits that never took place.  She said the practice closed after the provider and office manager went to jail for fraud.  Based on my recommendation, she was hired as my replacement as I had to quit to move. 

My mailings were made using a program called Enable.  I no longer have the program or those disks from that time period.  They were on a huge floppy disk 5 times the size of a normal floppy.  Just follow the advice of those responding.
Title: Re: Start up Marketing
Post by: Pay_My_Claims on September 25, 2009, 02:04:31 PM
OMG that is old.......the floppy!! *wink* I remember those myself :-)
Title: Re: Start up Marketing
Post by: PMRNC on September 25, 2009, 06:23:08 PM
What's a floppy?  <g> ??? ::) :o
Title: Re: Start up Marketing
Post by: Pay_My_Claims on September 25, 2009, 08:02:39 PM
What's a floppy?  <g> ??? ::) :o

Don't even try it .... ::)
Title: Re: Start up Marketing
Post by: rachel on September 29, 2009, 07:56:10 PM
I just wanted to throw my two cents in as I am a newbie myself and love reading about other peoples successes and efforts.  I researched this business and spoke to many people before starting, as well as getting some of Michelle and Alice's books, which I loved.  I was advised by successful medical billers to cold call bc a lot of dr's want to do something about their situation but forget or do not have the time.  I came up with a script and made less than 200 calls and picked up 2 dr's.  For what its worth, it was scary at first but after the first round of calls it became very easy!  Best of Luck and stick with it!
Title: Re: Start up Marketing
Post by: PMRNC on September 30, 2009, 06:44:53 AM
Me too, I've always had good luck on the phone and even better luck going into the office, talking with the staff, offering to troubleshoot, etc.  Another thing that is important is when you mail your direct mailings, you have to follow up. If you send out 1000 flyers or postcards at once and can't follow-up on them, do not expect to get anything out of it, you must follow up, that's why it's best to send mailings in pieces of 50-100 at a time, there's also a cost-savings involved because you find out early in the game what's working before having sent out hundred's or thousands.
Title: Re: Start up Marketing
Post by: rachel on September 30, 2009, 06:18:49 PM
I am curious bc I have considered going to offices but am a little afraid...do you attempt to speak with the dr or the office manager, person in charge????  I am nervous about getting over that initial hump of them feeling threatened!!!! 
Title: Re: Start up Marketing
Post by: jcbilling on September 30, 2009, 10:11:54 PM
When I went to offices, I walked up to the receptionist area and asked "I was wondering what the majic word is to talk to the office manager" with a friendly smile and EVERY time they would smile and go try to find the office manager. Sometimes they were unavailable or at lunch, but 7 out of 10 times, the office manager would come back with them and talk to me.

I brought a small plate of goodies nicley wrapped and tied with ribbon, along with a booklet regarding the Red Flag Rules the the FTC has published. You can order free copies from their website www.ftc.gov

I then asked the office manager if there were aware of the RFR and chatted with them, offered to provide more information later by email or fax. I then asked them about their billing. If it was done in-house or not, if they use an EMR, If there were any problems we could help them.

I suggest going on Tues, Wed, or Thurs - Monday & Fridays are extremely hard days to talk to the OM. And that is really who you want to talk to, because the doc will be seeing patients. Unless you go to chiropractors or mental health providers - sometimes they are sole-staffed and handle all the office area. Also, try to avoid goin between 11:30 & 1:30 - alot of office managers are at lunch.

Also, if you stick close by to your local hospital, there are alot of doctor's offices and that way you can spend less time driving, less money on gas, and get more stops in. I mapped out my stops the night before - but if I saw one on the way, I usually stopped too!
Anyway, I went to about 25 offices in a 3 hour period and landed a family practice.
ing to add that to my marketing ideas.

Thanks,
Charity
If you wouldn't mind sharing your cold call script - I would love to see it. I have tried caold calling to no avail. I am try in the past, but
Title: Re: Start up Marketing
Post by: jcbilling on September 30, 2009, 10:14:03 PM
Wow - my typing on the previous post was pretty rough!

Hopefully, you can understand it :)

Title: Re: Start up Marketing
Post by: PMRNC on October 01, 2009, 07:04:25 AM
Charity, I completely agree with your method, it's never let me down either, whether it was on the phone or in person. The office manager or billing manager plays one of the most important roles in the office, it only makes sense that they would be the first contact person.  Education is the key, they love to learn new things because it makes them look good. I always tell them if they think they look good now, wait till we get going, they will get the glory and kudos and that's fine with me.
Title: Re: Start up Marketing
Post by: Steve Verno CMBS, CEMCS on October 01, 2009, 09:03:26 AM
MY successes at getting clients were as patients.  While undergoing a physical, the doctor asked me what i did for a living.  That led to, can you take a look at my AR?

I was in post heart surgery recovery. The nurse said, I heard you were a coder/biller.  My husband is a doctor and just fired his for incompetence.  I'll bring you an EOB, can you do an appeal?  No problem.  

While sitting home watching ghosthunters, an old office manager friend called and asked me if I could take on a teaching position at the local university.

I quit my job at a billing company, word got out and a doctor called to ask if I would go to work for him.

I got another job after attending a billing conference where I was a speaker.  

The opportunities are out there, you need to grab them when they surface.

I went to an family practice office that was advertising.  I presented my 5 page CV and copies of my credentials.  I was declined when told my credentials werent acceptable and I didnt appear to have the training and experience they were looking for.
Title: Re: Start up Marketing
Post by: Pay_My_Claims on October 01, 2009, 11:16:07 AM
Yes, I have done them all. Via visits, word of mouth and marketing. Persistence is the key I would believe. What gets you in with one physician may not work on the other. I will use a term Linda likes to use a lot *think outside the box*

Don't commit to doing just one type of marketing, and don't settle on doing what everyone else does. If you find your comfort level, and your zone, you are more than half way there.
Title: Re: Start up Marketing
Post by: Meli on October 13, 2009, 06:16:00 PM
Sharing info... 

I've done the mail marketing and follow ups.  (Just 50 so far). 
I've done the cold calls and now I'm spending this week stopping by offices in selected areas. 
I received an email today from a doctor at a group practice of 5 neurologists for more information which I've provided to them and 2 of the offices I visited today (out of 15) stated they are in need of billing help and I will be following up with the office managers for those as well. 

All in all this isn't easy but I'm certain it will be worth it.  Since this week is dedicated to footwork and its raining here tomorrow I am visiting a professional building across from a main hospital with 35 offices inside. 

One thing I've found helpful to use as a bit of a conversation piece is the concern that seems to be circulating in offices for the number of patients inquiring about the H1N1 vaccine.  Some offices are expecting to stay open later and open on days they are normally closed to try to accommodate patients once the vaccine is available.  I've mentioned the influx of activity and patients in the office and offered to assist offices with the overflow of billing they may have and some seemed receptive to the idea.  Its a foot in the door.  Just thought I would share this idea....

Melissa
Title: Re: Start up Marketing
Post by: PMRNC on October 13, 2009, 06:32:17 PM
Yes the H1N1 topic is good but go in there with good billing information. There is a good article in our newsletter on billing for the H1N1. you can subscribe free to www.billerswebsite.com/Newsletter.htm after you sign up they will provide you a link to the previous (first) issue. There are a few tips per payor on there.

Other hot topics right now...  Hitech, Red Flag Audit's and for mental health the new parity laws that take effect in January

This is a great time to market, I know a lot of medical billing companies right now signing clients .. it's a hot time!
Title: Re: Start up Marketing
Post by: Meli on October 26, 2009, 04:40:23 PM
OK its only been 3 1/2 weeks since I started marketing and I have landed my very first appointment tomorrow with a psychiatrist that I mailed to in my very first set of 25!  I am so excited.  She received my brochure, letter and survey just when all her claims were rejected by BCBS.  She mentioned she had old claims she tried to file back all the way to 2000.  They gave her a variety of reasons stating claims illegible (leads me to believe she filed manually and filled out the claims by hand).  Just want to continue to thank you guys for this forum.  Not many people will understand the ups, downs, ins and outs so its nice to have a place to go for questions or just to share!!!  I will update you on how it goes....

Melissa
Title: Re: Start up Marketing
Post by: Michele on October 26, 2009, 06:29:51 PM
I'm excited for you!  I remember what it was like when we first started.  That first appointment is so big.  I'm sure you will do great.  It sounds like they truly need a biller and they've lost a lot of money.

Keep us posted.

Michele
Title: Re: Start up Marketing
Post by: PMRNC on October 26, 2009, 08:05:46 PM
Melissa, mental health was/is my specialty so holler if you need help! Lead in with the new mental health parity laws!
Title: Re: Start up Marketing
Post by: jcbilling on October 26, 2009, 09:30:59 PM
Great Idea about the H1N1!
Title: Re: Start up Marketing
Post by: Meli on October 27, 2009, 03:37:33 PM
The meeting today went great!   We set an appointment for this week Thursday for contract signing and for her to turn over all the required information to me.  Her aged claims are with BCBS from 2007 and 2008.  Although she filed by the deadline BCBS rejected all claims most stating illegible.  She resubmitted the claims within the 90 days of rejection as stated but received another letter from BCBS stating all claims rejected with no explanation etc so thats where it begins for me.
Title: Re: Start up Marketing
Post by: Michele on October 27, 2009, 08:38:25 PM
Congratulations and Good Luck!
Title: Re: Start up Marketing
Post by: Meli on November 11, 2009, 08:26:41 AM
Hi,

I'm looking for a new marketing avenue.  Currently I send out letters with brochures and free surveys, have the website for online presence and advertise anywhere as well as go in person to local offices with information (and candy bowls with my information attached in hand) but its still slow going (been about a month and a half). I'm wondering if anyone has taken flyers and postcards to hospitals to place on cars in the employee parking lots and what you all think of this approach?  Also, what are some of the best places you can think of to post flyers?

Thanks,

Melissa
Title: Re: Start up Marketing
Post by: PMRNC on November 11, 2009, 12:47:41 PM
Taking them to offices, hospitals, even local bulletin boards in stores or golf courses (my favorite) is fine. But I do NOT recommend windshield advertising. To myself and many others it's annoying and I think it's really unprofessional. If I come out to my car and I have one of those stuck on my windshield it really annoys me LOL I just throw it away.   JMO!!
Title: Re: Start up Marketing
Post by: Pay_My_Claims on November 11, 2009, 01:26:09 PM
Taking them to offices, hospitals, even local bulletin boards in stores or golf courses (my favorite) is fine. But I do NOT recommend windshield advertising. To myself and many others it's annoying and I think it's really unprofessional. If I come out to my car and I have one of those stuck on my windshield it really annoys me LOL I just throw it away.   JMO!!

Ughhhh I hate those too. You have to take them because if you throw them on the ground you are fined for littering!!!
Title: Re: Start up Marketing
Post by: Meli on November 11, 2009, 01:42:14 PM
Thanks for the quick replies...
Title: Re: Start up Marketing
Post by: PMRNC on November 11, 2009, 06:29:03 PM
The worst is when you are wrestling to get things in the car, you get in your car and it's windy or cold and that damn thing is on the wipers.. THAT is super annoying!  Don't do Cheesy marketing, Doctors don't find it "cute". LOL
Title: Re: Start up Marketing
Post by: Michele on November 12, 2009, 08:23:23 AM
I totally agree with the windshield thing.  I would go out of my way NOT to do business with someone who puts something on my windshield.

Pet Peeve!

Michele
Title: Re: Start up Marketing
Post by: jcbilling on November 12, 2009, 03:15:11 PM
Linda,

I tried subscribing to the PMRNC newsletters twice but I haven't received any newsletters. Is there a way I can access them online?

~ Charity
Title: Re: Start up Marketing
Post by: vchere6535 on November 30, 2009, 12:30:08 AM
...The office manager or billing manager plays one of the most important roles in the office, it only makes sense that they would be the first contact person

I'm a newbie at this but this sentence really has my attention. In starting a new medical billing business and marketing, isn't it contradicting to speak with a billing manager - the one who is doing the billing now - about hiring a medical billing business instead? i'm having issues with this. Any thoughts?
Title: Re: Start up Marketing
Post by: Pay_My_Claims on November 30, 2009, 10:47:21 AM
No it's not. When you approach the billing office manager, they are the one who will decide to outsource to a service. What they do with the current billing staff will be their decision. Some may keep their jobs doing other tasks, some may not. they may be on the verge of termination if they company is considering outsourcing
Title: Re: Start up Marketing
Post by: Michele on November 30, 2009, 06:11:06 PM
Like Charlene said, many times this is the person who makes the decisions so we have no choice but to go thru them.  And if the Dr hires you against his/her wishes your life can be miserable.  The best way is to get the office manager on your side right from the beginning.

Michele
Title: Re: Start up Marketing
Post by: vchere6535 on December 04, 2009, 07:44:41 PM
if the Dr hires you against his/her wishes your life can be miserable
i'm glad i asked

But really, I've wrestled with this issue for while, many thanx for getting it out of the way for me.
Title: Re: Start up Marketing
Post by: AndrewC on January 14, 2010, 09:26:55 PM
i just read through this entire thread and so no mention of Social Media to market your business or your brand.  How is that possible...i can bet most of these member have FB pages for themselves.  Personally, I have both a FB fanpage (friend me at Caramedic solutions) and a twitter account (@caramedic) plus a tumblr account for blogging.

Brochores are great and can be useful and still used....face to face is still the best but why not take advantage of social media? Its free and constant...its word of mouth! Oh and did i say its FREE!!!!

Anyway...i am more than willing to help you all get that started just PM me.

I know i am a noob here but my brand is my legacy!

AndrewC
Title: Re: Start up Marketing
Post by: Michele on January 15, 2010, 07:34:56 AM
Very good point, branding is important.  Social Medias can be a great (and FREE) way to market yourself.  Utilize any and all methods you can!

Michele
Title: Re: Start up Marketing
Post by: AndrewC on January 15, 2010, 07:36:48 AM
Thanks Michelle.

I am having a hard time sending this mesg on other boards but you hit my argument right on point!

Thanks!

Regards,
AndrewC

what are the rules for this board in regards to signatures?
Title: Re: Start up Marketing
Post by: Pay_My_Claims on January 15, 2010, 10:54:03 AM
i just read through this entire thread and so no mention of Social Media to market your business or your brand.  How is that possible...i can bet most of these member have FB pages for themselves.  Personally, I have both a FB fanpage (friend me at Caramedic solutions) and a twitter account (@caramedic) plus a tumblr account for blogging.

Brochores are great and can be useful and still used....face to face is still the best but why not take advantage of social media? Its free and constant...its word of mouth! Oh and did i say its FREE!!!!

Anyway...i am more than willing to help you all get that started just PM me.

I know i am a noob here but my brand is my legacy!

AndrewC

I see you are everywhere NOOB!!!
Title: Re: Start up Marketing
Post by: AndrewC on January 15, 2010, 12:50:31 PM
hahaha...how are ya!

by the way...i do completely respect your opinion..like you said. just a matter of preference!
Title: Re: Start up Marketing
Post by: Pay_My_Claims on January 15, 2010, 01:10:19 PM
doing well.............I know you do!!
Title: Re: Start up Marketing
Post by: Michele on January 16, 2010, 08:52:43 AM
Not sure what you are asking on the rules on signatures.  So far, we haven't had any issues.  We don't mind you putting a link to your own site, if that's what you mean.

Michele
Title: Re: Start up Marketing
Post by: Meli on January 18, 2010, 10:20:05 AM
i just read through this entire thread and so no mention of Social Media to market your business or your brand.  How is that possible...i can bet most of these member have FB pages for themselves.  Personally, I have both a FB fanpage (friend me at Caramedic solutions) and a twitter account (@caramedic) plus a tumblr account for blogging.

AndrewC


Hi Andrew,

I will take you up on that offer.  I am attempting to use social media (currently on twitter (@msceofx) and LinkedIN).  I find it hard to devote time to twitter in particular but I am looking at a few automatic tweet programs where I can create the messages and schedule sending them so I won't have to try to jump to it during the day. 

Melissa
Mainstream Services Inc.
www.msmbinc.com
Title: Re: Start up Marketing
Post by: AndrewC on January 18, 2010, 12:26:16 PM
Hey thanks...

Try ping.fm it will give you a way to post your content on multiple sites! and tubemogul does the same for video.

One stop shop!

AndrewC
Title: Re: Start up Marketing
Post by: PMRNC on January 20, 2010, 09:35:20 AM
I LOVE SOCIAL MEDIA.. and Networking is JUST as key as advertising and in fact the two blend VERY well together. Social Media groups such as blogger, Twitter, and facebook allow you to SHOW off your knowledge and experience. I do have to warn though,  I have seen newbies get on there and their lack of experience and knowledge can be their downfall. If you have experience and proper training, by all means.. POST POST POST AND POST! If you don't. Lay low and stick to direct mail.. KISS :)

Also.. another opinion. If you are going to use facebook or Twitter for business, DO NOT blend your personal life with the business page. I have separate accounts for each. It is so annoying to see Farmville on your business wall. <g> So if you are not careful, social media networking can actually backfire you if you don't take the same approach as marketing and keep it PROFESSIONAL. A doctor is not going to want to go to your wall or post a question or contact you when they see you spend your time working on a pretend farm or playing Mafia war!

JMO!
Title: Re: Start up Marketing
Post by: Michele on January 20, 2010, 08:24:14 PM
And there is nothing more annoying than someone who uses their personal friends and family to continuously push their business opportunity!  Sorry, pet peeve.  When I login to my personal facebook I am completely turned off by "check out my latest business opportunity". 

Had to share!  :)

Michele
Title: Re: Start up Marketing
Post by: Pay_My_Claims on January 20, 2010, 09:49:59 PM
Yes, I'm not a fan of Social Media such as facebook or myspace because they are geared towards the youth. If your business is music, or entertainment, thats fine, but other than that...naw. Now bloging etc. I'm ok with that because it does show off your knowledge (or lack of it). I will agree with you both when you say do a separate account.
Title: Re: Start up Marketing
Post by: PMRNC on January 26, 2010, 01:44:42 PM
Quote
And there is nothing more annoying than someone who uses their personal friends and family to continuously push their business opportunity!  Sorry, pet peeve.  When I login to my personal facebook I am completely turned off by "check out my latest business opportunity".

Had to share!

I agree, which is why I have a separate business facebook and personal page. It actually works both ways because it's annoying to be trying to run a business page and everyone is doing farmville or other things NOT business related.
I do like facebook though because aside from all the indexing it gets on search engines, it's an "opt in" deal, so those who WANT to see what we are offering or talking about can JOIN or leave. :)   You are all welcome to become a fan on mine :) http://www.facebook.com/PMRNC
Title: Re: Start up Marketing
Post by: QueenAlicia on January 26, 2010, 11:26:51 PM
I am a little scared about office visits and extremely nervous about cold calling.  Previously I was a banker at a well known bank and they would make up cold call on home refiances. loans, credit cards, etc.  It used to make me soooo nervous and I would start sweating and stumble over my words.  I am not ruling it out though.  I am going to try, I want to be successful.  I am going to get the marketing book ofered here soon.  I am so glad that this forum is here for us newbies.
Title: Re: Start up Marketing
Post by: Michele on January 27, 2010, 06:03:59 AM
Let me tell you a funny story about cold calling.  When Alice and I first started we tried many different methods of marketing - one being cold calling.  We went up and down a street that was loaded with different kinds of providers.  We found we could cover more offices if we split up, so we did.  We would walk up and down and say "You take that one, I got this one."  Many of the offices were in houses.  At one of these the drs name was on a plaque above the door, so I walked in, and found three people sitting at their kitchen table eating lunch.  We all stood there looking at each other for a few awkward moments of silence, the I said "Have a nice day." and I walked out. 

Now I could have let that stop me, but then I might be out of business.  Although I must say, cold calling never really worked well for us.  I have heard of it working well for others though, and I think it is a good method of marketing.  Alice & I had a good laugh, and still do.  I wish I could share the looks on their faces because it is imbedded in my memory!

Good luck!

Michele
Title: Re: Start up Marketing
Post by: QueenAlicia on January 27, 2010, 12:56:05 PM
Thanks Michele for the laugh.  I've decided to give it a try once I send out my other marketing tools.  I will start by doing follow up calls.

Quick Questions, I read above about contact the office manager.  Do I address my marketing to them or to the doctor? 

Thanks everyone for all your great advice.
Title: Re: Start up Marketing
Post by: PMRNC on January 27, 2010, 02:13:24 PM
My best tip when it comes to cold calling either on the phone OR in person is to make ABSOLUTELY sure you are confident and NOT intimidated. If the doctor or the staff even senses a bit of apprehension or lack of confidence you can hang it up. Here is how I conquered that:  Get out your local phone book. Go straight to the Yellow Pages, look for the really big listings amongst physicians. Big groups, large practices, etc.  Find 3 or 4 of the biggest ones. Call them and start off a discussion with the office manager or billing staff. Choose a hot topic either specific to a carrier in your region, a new coding rule, healthcare reform, HITECH, Red flags (so many to list) and get them to talk. Why are you doing this? Simple, to gain confidence. MOST likely those offices won't be looking to outsource anytime soon, and knowing that is OK because you can let your guard down and use that as practice for when you call the smaller offices. Try not to be a salesperson. Doctors deal with pushy pharmaceutical reps all the time. The goal with cold calling is to get them just interested enough for you to come in and talk.  Do away with such words such as presentation, demo's, etc. Talk to them like you know what they want at the end of the day.. a nice big deposit slip! Offer to come in with lunch and do a round table discussion, let them choose the topic and you be the expert. I promise it works!
Title: Re: Start up Marketing
Post by: Alice Scott on January 28, 2010, 05:19:31 AM
Great advice Linda!
Title: Re: Start up Marketing
Post by: Alice Scott on January 28, 2010, 05:21:43 AM
True story!  I still almost wet my pants laughing, remembering the look on Michele's face. 
Title: Re: Start up Marketing
Post by: Michele on January 28, 2010, 07:03:00 AM
In most offices it is almost impossible to get past the office manager to get to the dr.  Linda's advice is great.  Pick a hot topic, call and get them engaged in conversation.  If you can find an area they are having problems with, and offer a solution, the office manager will gladly get you set up with the dr.

Michele
Title: Re: Start up Marketing
Post by: PMRNC on February 03, 2010, 08:46:08 PM
I've never even attempted to get past the gatekeeper, I need them!!
Title: Re: Start up Marketing
Post by: Meli on February 04, 2010, 03:51:34 PM
OK all, speaking of gatekeepers, I have a meeting on Monday with a potential new client.  The meeting is with the office director and this is a sonographic imaging office.  Any advice?  Are there any hot topics anyone can share that I can prepare myself with before the meeting?

By the way.  I sent a brochure to this office in October 09, parking in front of their window (with my car decals visible with my company information) a few weeks later while visiting a client in the same building.  I received a phone call requesting a quote a few weeks later.  Sent the quote and heard nothing else.  I followed up with them right before Christmas with no response.  In January I sent a Happy New Year card with a 2010 calendar including all my information again.  STILL NOTHING. Monday of this week I revised the original proposal and applied a new client discount and sent it to them.  MY PHONE FINALLY RANG TODAY!  Just wanted to share that I REALLY want this business.   ;D
Title: Re: Start up Marketing
Post by: Michele on February 04, 2010, 04:20:35 PM
Persistence paid off!  Sounds like you handled it well.

My advise is to listen, listen, listen.  Get them talking about what their current problems/concerns are.  Then tell them what you can do to 'fix' them.  Most providers have some area that's a problem, especially if they agree to a meeting.  If you can confidently convince them that hiring you will fix the problem, increase their receivables and relieve their headaches - you are in (usually).

Best of Luck!

Michele