Medical Billing Forum

Starting a Medical Billing Business => Starting Your Own Medical Billing Business => Topic started by: sagemb on March 26, 2011, 08:16:37 AM

Title: Cold calling reason
Post by: sagemb on March 26, 2011, 08:16:37 AM
So the other day my uncle tipped me on a local dr whose wife cant bill any more cuz she's sick. As bad as i feel for her my brain said "Chaching". So like any responsible proprietor...i talked it out with my biz partner who tells me she knows the dr. Now keep in mind that neigther of us are good @ selling.

So we came up with 321 approach:
1. I called & left msg with receptionist.
2. I called next day and left vm @ dr own extension.
3. I swung by and hand delivered my brochure, cards, & a letter in a sealed env for the dr.

When still no reply my bizpart met him & found out the receptionist got the work two days ago. But he was able give names of other drs who might need help.

Now we are total n00bs @ selling. But I'll be happy to admit my faults & seek advice. I had some problems along this route... For one, when cold calling or even leaving a msg on vm... What do i say? Hi this is Adam from Bla bla bla billing... Nobody wants to hear that. Its so obvious im calling to ask for their biz.

Ive heard some people talk about offering billing audits & i like that approach because it offers something of value to the dr. But when you call, how do transition the discussion into that area? I become a nervous wreck on the phone with the gatekeepers. And know most of them will hate me when they find out that i do billing. It just might be their own bread & butter. Sorry for poor spelling...on iphone without spellcheck.
Title: Re: Cold calling reason
Post by: PMRNC on March 26, 2011, 10:45:21 AM
You might need to change your thinking first.  Yes, most offices will have a gatekeeper/office manager who is dependent on the job as an income and is a very important factor in the practice..  So first you need to tell yourself so you can assure her.. SHE IS A MUST in the decision..YOU need her as much as the provider does. Once you accept that and you understand you are NOT replacing her..you can then safely assure her right off the bat.  I get calls from individual therapists all the time..with NO staff.. at least 2 times a month I am turning them down.. why? Simply because they have no in between for us. I will never again rely on a solo practice with NO help, I never get the info I need, I can never track them down when I need, it's more of a headache! With that in mind RIGHT off the bat I assure the OM / Gatekeeper I'm there to HELP them. Heck I even let them keep the God Complex. Let them have the credit! Many times I have more conversations and meetings with the OM than I do the provider. I have had many who will actually let the OM make the final decision! All you have to do is let them maintain the control, the credit and at same time help them to help the provider, you are just merely an extension.   I'm a firm believer in confidence and having the right attitude to go with your approach. If you go into any officer trying to get around the OM or placating her, you stand about a zero chance!  And also.. don't think of this as sales. I couldn't sell a $5 coffin to a dead person if I tried. I'm SOOO not a sales person. I know how to talk to doctors and their staff, that's it. I have a service they need and might want. I am diversified, if they want to use their software, no problem, If they want to downsize staff, no problem, I can work with them, not out to change them completely. Once you have made them comfortable with that..than at the VERY least.. you have a referral to work with. When I get a "no" I can't budge, I ask them for a reference and they are MORE than happy to oblige :)
Title: Re: Cold calling reason
Post by: sagemb on March 27, 2011, 01:52:50 AM
Make sense if u put it this way. So you mean to say i can take on a role as the in house billers outsourced help? I mean that probably work too, i just hadn't thought of it this way. Thanks
Title: Re: Cold calling reason
Post by: PMRNC on March 27, 2011, 12:26:28 PM
Quote
So you mean to say i can take on a role as the in house billers outsourced help?

Absolutely.. in fact ask any billing company about their clients and 99% of them will tell you there is a go-between, gatekeeper and/or office manager/staff :)
Title: Re: Cold calling reason
Post by: QueenAlicia on March 28, 2011, 01:39:53 PM
So if you are sending marketing material like a brochure, letter or postacard how would you adress it? To the office manager or doctor?
Title: Re: Cold calling reason
Post by: medauthor on March 28, 2011, 01:43:59 PM
Quote
PM Quote 

--------------------------------------------------------------------------------

So if you are sending marketing material like a brochure, letter or postacard how would you adress it? To the office manager or doctor?

Hi Queen.....me, personally, the doctor :)

I'm telling you.....EMAIL marketing!!!  ;)
Title: Re: Cold calling reason
Post by: QueenAlicia on March 28, 2011, 01:46:21 PM
Hi Michelle..Thanks..

I plan to do both, I just need to get those email addresses. I am sending out mailing material this week.

I am going to hand address the envelopes so that I can also give a personal touch.  I must use my best penmanship  ;)
Title: Re: Cold calling reason
Post by: sagemb on March 28, 2011, 07:12:22 PM
Okay, I wouldn't be able write well if my life depended on it.  :D
Title: Re: Cold calling reason
Post by: PMRNC on April 11, 2011, 05:50:00 PM
Get someone else to help you :)  My mom has the most beautiful handwriting! Mine is not too bad but if she's available I put her to work!

I don't like email marketing at all. I think it's intrusive and most likely it's going to be labeled "spam" and you have right off the bat made bad first impression if any at all. :(
I can tell right by the subject heading it's spam, and if they trick me with the subject heading, then I'm even angrier and not only will I mark it "spam" I will black list.  I just think email marketing is a bit tacky.  JMO
Title: Re: Cold calling reason
Post by: QueenAlicia on April 12, 2011, 02:14:54 PM
Should I address it to the Dr by putting "Dr. A. Smith" or "Allen Smith Ph. D."
Title: Re: Cold calling reason
Post by: Michele on April 13, 2011, 11:39:23 AM
Actually you should try a split test.  See which works better.  Personally I would lean towards Dr. A Smith.  If it is personal they wouldn't say Allan Smith PhD, they would say Dr. Smith.  JMO

Title: Re: Cold calling reason
Post by: DMK on April 13, 2011, 01:59:43 PM
Allen Smith, PhD sounds a little like Fred Garvin, Male Prostitute.  ;D    Did I just date myself with references to Saturday Night Live, the REALLY early years?
Title: Re: Cold calling reason
Post by: PMRNC on April 14, 2011, 07:28:39 PM
Quote
Allen Smith, PhD sounds a little like Fred Garvin, Male Prostitute.  Grin    Did I just date myself with references to Saturday Night Live, the REALLY early years?

LMAO! I needed that today!
Title: Re: Cold calling reason
Post by: QueenAlicia on April 21, 2011, 03:37:50 PM
LOL.

What if the provider is a psychologist, therapists or psychiatrist?  Still doctor?
Title: Re: Cold calling reason
Post by: PMRNC on April 23, 2011, 09:32:32 PM
The psychologist.. Yes,  Psychiatrist Yes..  Therapist NO, they are not doctors or hold any doctoral at all.  Ms or Mr. With full name and credential .. example:  Ms. Barbara Smith, LCSW
Title: Re: Cold calling reason
Post by: camedbill on April 26, 2011, 12:34:45 PM
Email marketing has really stiff fines because of the CAN-SPAM act law: http://business.ftc.gov/documents/bus61-can-spam-act-compliance-guide-business.  $16000 per email violation  :o
Anybody concerned about this? and if not how do you get around the opt-in rule or do you only mail to people who opt-in on your site?
Title: Re: Cold calling reason
Post by: PMRNC on April 26, 2011, 12:45:46 PM
With or without spam regulations, I always try to stay away from tactics that would annoy myself and unsolicited and impersonal emails bug me! I think they are rather intrusive IMO.  I think if you want to use the internet you should have a well designed and professional website. Do a newsletter once a month or bi-monthly and put an opt-in for people to sign up. But like anything you will have a lot of people wanting just the newsletter and not much more. I believe the internet can be a great "extension" to your business and even be very efficient but I still believe traditional methods work better to show potential clients your expertise, education and/or experience at the same time be personable.
Title: Re: Cold calling reason
Post by: QueenAlicia on April 26, 2011, 02:27:16 PM
Email marketing has really stiff fines because of the CAN-SPAM act law: http://business.ftc.gov/documents/bus61-can-spam-act-compliance-guide-business.  $16000 per email violation  :o
Anybody concerned about this? and if not how do you get around the opt-in rule or do you only mail to people who opt-in on your site?


OMG! Wow, I did not know about the fine.
Title: Re: Cold calling reason
Post by: PMRNC on April 27, 2011, 10:14:38 AM
Don't panic, they are hard to enforce, and they are not regulations that say you can't do it..just rules to follow if you do send out bulk email/solicitation
The FTC, when reviewing complaints looks to see the level/amount of complaints .. for example all those ones that come in from India .. The FTC receives a ton of them every day it's almost impossible to track them. Those reg's were meant mostly for "fraudulent" email.    But again, those aside, I just do not think healthcare providers will appreciate unsolicited email.
Title: Re: Cold calling reason
Post by: billingandscanning on April 29, 2011, 12:33:45 PM
I have just started my Medical Billing Company and need to know what is the best way to market, cold calling or sending out material via mail or both? How long did it take others to get their 1st client? Are there other ways to market besides cold calling, mailing material and visiting the facility's to try and get their business. I have only lived in this area for about 1 1/2 years.
Title: Re: Cold calling reason
Post by: PMRNC on April 29, 2011, 12:37:11 PM
Do a combination of all methods, the more you are out there, the better your chances. Always follow-up with all direct mail contacts too.
Too hard to say how long it can take, it will depend on experience, area, supply/demand, etc. I've seen billing companies wait 2 weeks, 2 months, 2 years and many never get the client before giving up. Don't mean to be discouraging just honest.
Title: Re: Cold calling reason
Post by: billingandscanning on April 29, 2011, 12:57:56 PM
I will continue to do them all, thanks. I am not going to get discouraged, I only started my business two weeks ago, and I know I will hear a lot of no's to get that one YES.
Title: Re: Cold calling reason
Post by: QueenAlicia on April 29, 2011, 01:34:29 PM
Did you create a website for your business?  I think a website will help you get clients too.  I am in the marketing stage and I am just waiting to hear from the marketing strategies. Definetly don't give up!
Title: Re: Cold calling reason
Post by: billingandscanning on April 29, 2011, 01:43:17 PM
In the process of doing the website. Thank you for the encouragement.
Title: Re: Cold calling reason
Post by: ddrennan on May 26, 2011, 07:45:59 PM
Hi,
I'm new to this forum but I had a billing company for 15 years then had to close due to divorce.  I'm starting another one but boy it sure seems harder today than 10 years ago.  Any way I have been having some luck with getting their outstanding 60 and over.  Then I know when they see what I can do with that, they will trust you with the full billing.  I know the feeling though I'm running into alot of closed doors or they already have someon.
Deb