Medical Billing Forum

Starting a Medical Billing Business => Starting Your Own Medical Billing Business => Topic started by: QueenAlicia on August 21, 2012, 01:03:23 PM

Title: Marketing slump
Post by: QueenAlicia on August 21, 2012, 01:03:23 PM
Hey everyone,

It seems that I have hit a marketing slump.  I have exhausted all of my marketing campaigns that I have known to work.  Although I have clients I am looking to expand.  What have been some forms of marketing that have worked for everyone.

Title: Re: Marketing slump
Post by: TammyL on August 21, 2012, 06:50:01 PM
What have you tried
Title: Re: Marketing slump
Post by: Michele on August 23, 2012, 06:49:30 AM
Have you tried asking your current clients if they know of anyone else (colleagues) that may benefit from your service?  Referrals are the best.  Maybe even offer incentive like a gift card to a restaurant or something if they refer someone to you.
Title: Re: Marketing slump
Post by: PMRNC on August 23, 2012, 11:37:25 AM
I always think of my business as way more than a medical billing business, I do consulting and that nets me much more than billing.. with that said, I will take potential clients to dinner, I will treat them just as an insurance agent would a potential client. I've held mini-seminars by invite, brought in lunches, etc. Yes those methods could get expensive, but the traditional marketing to me has become so redundant and it takes money to make money. JMHO
Title: Re: Marketing slump
Post by: QueenAlicia on August 23, 2012, 12:59:19 PM
Yes, I am  on the path of no longer using the traditional marketing.
Title: Re: Marketing slump
Post by: PMRNC on August 24, 2012, 10:34:32 AM
I'm not sure I agree with that.. I've not run into that at all.  I actually think (for me anyway) this has been the best marketing times in YEARS. In many cases where providers are interested in EMR and they don't know much I'm able to hook them up with a few companies I'm networking with.. I am actually not getting involved in EMR at all.. No interest in it, so what I have done was set myself up with a few of the companies who also offer PM solutions so that I have a connection with them for when it comes up with a potential client.
Title: Re: Marketing slump
Post by: Michele on August 27, 2012, 06:55:20 AM
I haven't run into it either.  My personal opinion is that the providers that fall for the EMR/EHR offer are looking for a cheap solution for their billing, not a good solution.  They don't make good clients anyway.  They don't appreciate all the work you do, they just look at the amount of your bill and think it's too high.  The providers that really 'get it' and understand the importance of having a good billing system understand that the EMR/EHR system doesn't come with the brain.
Title: Re: Marketing slump
Post by: Cpatel on August 31, 2012, 08:13:15 AM
I agree with Michelle, EMR/EHR do not have brain. Even maintaining good relations with our software vendor's sales person helps. I retrieved a big client through the software company. Also it becomes easy for us when our clients use the EMR/EHR from same vendor as ours.
Title: Re: Marketing slump
Post by: rmk123 on September 01, 2012, 10:16:07 AM
I haven't come across this either re: EHR technology. In fact, it can move the process along - especially if you are positioned to offer a complete solution and remain flexible. What have you done to establish your unique position in your market? This could be anything from highlighting your experience with a certain specialty, customer response time, net collection ratio track record, etc. 
 
Title: Re: Marketing slump
Post by: Cpatel on September 26, 2012, 02:04:31 PM
Michele/Linda,

Through the software company I am in contact with local sales person of the software that I am using. She used to work for medical billing services. She is willing to work together with me to sell EMR and I sell my services. She has offered me two plans:

1. I invite the prospects for seminar. Software company will pay for expense of seminar (space and food). Sales person will do the presentation and also answer the questions for prospects. But yeah I will have to invite Doctors to Seminars.
2. She said that I can sell EMR along with my services and they will pay me commission.

Will any of these tool will benefit me? What are your suggestions? should I go with these offers? Any alternate ideas to deal with them?

Thanks


Title: Re: Marketing slump
Post by: PMRNC on September 26, 2012, 07:00:34 PM
Partnering up is yes, a good idea.   I would look into option #2    But I would make sure you are completely protected as a separate entity if the company is not happy.. in other words you don't want to sign a client, sell him the EMR software and he's left unhappy, it's not going to be good for you.
Title: Re: Marketing slump
Post by: Cpatel on September 27, 2012, 08:45:09 AM
I agree with you Linda, I don't know any thing about their EMR so it might be risky for my business if client do not like the EMR. I believe in Quality rather than Quantity. Do you think option 1 will help me to grow my business?
Title: Re: Marketing slump
Post by: Michele on September 27, 2012, 09:19:28 AM
I agree with Linda too.  Option 2.  We have been approached by many EMR companies with similar offers.  Like Linda said, make sure you are completely separate.  They may love your service but hate the EMR.    Educate, Educate, Educate.  Make sure doc knows that billing and EMR are separate!
Title: Re: Marketing slump
Post by: Cpatel on September 27, 2012, 10:41:21 AM
Thanks for your suggestions.
Title: Re: Marketing slump
Post by: PMRNC on September 27, 2012, 11:20:31 AM
I've been reading a lot of articles over on Facebook about problems with EHR and fraud potential.   I myself as a patient am opting out I don't want an EHR.
Title: Re: Marketing slump
Post by: Cpatel on September 27, 2012, 01:07:24 PM
One of my client also don't like EMR and he is still not using but he has started surf around now because at the end of the road they have no choice.  I am questioning my self that is it possible for doc not to use EMR and also not loose payments from Medicare. I know that temp they can get waiver but don't know about permanent solutions. If so then may be our marketing world can be better.
Title: Re: Marketing slump
Post by: QueenAlicia on September 27, 2012, 01:13:49 PM
Just because they will have to eventually comply with EHR does not me that this industry is in jeopardy.  Not all providers will use the billing function.  If they do, the EHR is not going to appeal the denials or track the payments.  Billers and coders will still be an asset to this industry.
Title: Re: Marketing slump
Post by: PMRNC on September 27, 2012, 05:42:54 PM
EHR isn't going to hurt the industry at all. In fact with all I'm reading I think it's going to increase fraud and will tighten the noose around provider's necks even more (if that's even possible) not mention the total collapse coming with Obamacare if he's re-elected. Also there will be more compliance issues, for example as I stated before I am opting out I had a doctor tell me I couldn't and my attorney told me I most certainly could. They can mandate physicians use EHR but they will NOT be able to force patients to take the same risks. They have barely even touched on what physicians are going to do for the patients that opt out.
Title: Re: Marketing slump
Post by: tallmanusa on November 02, 2012, 08:28:47 AM
I thought EMR was free with practice fusion.
I would not know why a provider would pay for something they can get for free.
Title: Re: Marketing slump
Post by: PMRNC on November 02, 2012, 10:11:07 AM
"free" is a funny word..   look how many people think Obamacare is "free".   Free is just a funny funny word.
Title: Re: Marketing slump
Post by: DMK on November 02, 2012, 11:00:19 AM
Nothing is free!!!! Somebody, somewhere has paid something for everything you get.  Well, smiles and hugs are free unless you count the emotional price you pay!  ;D
Title: Re: Marketing slump
Post by: tallmanusa on November 02, 2012, 12:17:59 PM
Practice fusion is free. Just like Google and Facebook are free to users, so is almost all of internet, and TV used to be; they are supported by ads. American business is based on marketing dollars, that runs our economy.
I see no reason why any provider should pay for EMR, and not many do.
Title: Re: Marketing slump
Post by: PMRNC on November 02, 2012, 10:02:29 PM
From my experience in this business as long as I have been doing it..   Yes, there is FREE, but you also get what you pay for. <wink>   I've used Cheap, I've used Free and at the end of those days I spent more in fixing crap than I would have if I had done it right the first time. BUT.. many are determined to learn this lesson the hard way.
Title: Re: Marketing slump
Post by: williamportor on December 02, 2012, 11:17:10 PM
The best advise I can give is "be consistent in what you do!" For example, my little monthly post card mailer program is not very sexy, but it works! Potential clients need to get used to seeing your business name on a regular basis in order for it to be effective. You'll go through hot and cold periods, but persistence pays in the long run.
Title: Re: Marketing slump
Post by: Cpatel on January 23, 2013, 09:33:11 AM
I agree with williamportor.

After I met Michelle and Alice in 2010 I purchased the bankbags from 3D mailers and mailed about 50 bags in 2011. Out of that only one provider showed interest and I met him in 2011 but at that time he was not ready to out source billing instead he asked me to help him just for old a/r to boost up his revenue and I refused it. But I was regularly following him up may be once a year asking how he is doing with the billing. Last month he called me and said he is now interested to our source billing. Yesterday I did meeting with him and signed a contract for Professional practice, ASC and also for his wife's small practice. Within two years he did lot of research of my company and also he called some of my existing clients for references.

I like to f/u regular with prospects and not give up and hopefully one day prospect can change to client. Also referrals work best. I always ask my existing clients to refer me.

Title: Re: Marketing slump
Post by: Christy on January 23, 2013, 09:47:20 AM
what is the bank bag? I watched a You Tube video of it, but still do not understand what it is?
Title: Re: Marketing slump
Post by: Cpatel on January 23, 2013, 10:15:49 AM
It is just a attractive envelope which receiver will not ignore to open. 3dmailresults.com have many 3D Mail products which we can use to send out the marketing fliers.
Title: Re: Marketing slump
Post by: PMRNC on January 23, 2013, 11:55:03 AM
Oh I would so try this.. very creative and not as costly as I would have guessed: http://www.3dmailresults.com/products/517/Bank-Bag.aspx 
I've always had good success making my mailings look like invitations or greeting cards. I use light colored but attention grabbing envelopes, hand address and do actually include an "invite".   But I would so try the bank bags when I need to :)
Title: Re: Marketing slump
Post by: Christy on January 23, 2013, 12:19:51 PM
I think they're weird....I would be afraid to open them...remember all the anthrax stuff being mailed around 9/11?  yes, I am skeptical and paranoid!   :P

but I love the seeds one! that would go over well where I live  ;D
Title: Re: Marketing slump
Post by: Billergirlnyc on January 25, 2013, 11:14:46 PM
To Alicia, while I haven't been here in months. I always love coming back to this place. I've been super busy all because I changed my marketing methods.

I actually network a lot more. I attend local chapter meetings geared towards doctors. I'm in a office building with all kinds of startups and different companies and I network. I network with the financial services person, insurance person, and we all share. I like to call it sweat equity.  I called upon my alma mata (very large university with a teaching hospital) and they put me in touch with the head of medical students at the school, and the head of the dept for people who were getting Healthcare Mgmt degrees --- best move ever. I've also been hitting the pavement and getting more clients. I landed one of my largest clients to date, the state of NY. I've expanded the services we offer, which is now beyond just billing and coding. I signed-up as a minority business owner with state of NY and I kept in touch with anyone in the medical field that I met. I had a guy in my building who only worked with doctors who did independent medical examinations. He knew I did something with medical billing and gave me a lead to one of his clients who was looking for a billing/coding company for a surgeon, I signed the surgeon and a law firm now sends their doctors to me for consulting work. I find the more I get out and become the voice of my company the more clients we sign. I would've never thought we'd be where we are now, but it took me to hit bottom to get back up and fly back to the top. I say this because never say you're out of ideas. Often times we just don't think beyond what we think is acceptable. Sometimes you really have to get in your car, on the train and hit the pavement. I went into offices got chummy with front desk staff. I'm always about the gatekeepers and they're all too willing to help you if there is a possibility. I sent so many holiday gifts to even the small people last year, but it pays off. People remember. Everything I'm doing and have done may not pay off immediately but eventually it does.

I even called old pharmaceutical reps who use to come into offices I use to work at before I started my own company. Many were still doing what they do and I set-up a referral program with several of them, and those are the best types of leads, because they're clued-in. They can help me navigate who to focus on and who not to bother with. I even have an old boss as a client now as he's only doing surgeries now with a limited private practice and it's been great so far. I just let it be known that despite wanting to get cheaper or go with other companies my client references spoke for themselves -- that we go above and beyond. 

It's a lot of work, trust me I know, but I don't want to lose what I've built and continue to build. I hope you know that where there is a will there is a way -- and as cliche as that sounds it what helped take me from the bottom back to a place where we're now making a profit.

Sorry for this being so long but please don't give-up and if this forum has taught me anything it's great resource and a supportive atmosphere for those of us who really truly want to make a business out of this.
Title: Re: Marketing slump
Post by: Christy on January 26, 2013, 08:54:27 AM
this site is amazing! Just when I am feeling down and hopeless about the whole thing, billergirl comes on with a bunch of amazing tips! i really needed this lift today- thanks SO much for sharing! ;D
Title: Re: Marketing slump
Post by: Cpatel on January 26, 2013, 09:01:48 AM
Thank you Dee, for sharing your marketing tips. I agree that we live in the world of networking. This forum is like a bible for newbies to start up a business. I met with Michelle and Alice due to this forum and they really encouraged me to get up and hit the goals.

Michelle, Alice and Linda,

Due to work load I am not able to post replies on the forum but believe me, once every day, I think and talk about you guys. We all are here because 3 of you.

Thanks
Title: Re: Marketing slump
Post by: PMRNC on January 26, 2013, 09:04:32 AM
Quote
I actually network a lot more. I attend local chapter meetings geared towards doctors. I'm in a office building with all kinds of startups and different companies and I network. I network with the financial services person, insurance person, and we all share. I like to call it sweat equity.

Dee that's awesome.. I LOVE the "Sweat Equity"  :)  Congrats!     Keep thinking OUTSIDE the box :)
Title: Re: Marketing slump
Post by: Christy on January 26, 2013, 10:03:42 AM
Quote
I attend local chapter meetings geared towards doctors

How do you score invites to these? Or do you just show up? I am eyeballing one that meets monthly at a restauraunt but no idea how to go about it gracefully, lol! :P
Title: Re: Marketing slump
Post by: PMRNC on January 26, 2013, 11:09:09 AM

Quote
Michelle, Alice and Linda,

Due to work load I am not able to post replies on the forum but believe me, once every day, I think and talk about you guys. We all are here because 3 of you.

Thank you, that's very nice of you to say!! Keep us posted :)
Title: Re: Marketing slump
Post by: Billergirlnyc on January 26, 2013, 12:18:20 PM
No, thank you PMRNC! This forum has taught me to think outside of the box and I believe in sharing despite us all being in the same business. I believe in good karma.

To: Christy - How I goto meetings/events geared toward doctors is 2 ways. I have a client of mines who is a PIA, but she invited me to a conference as her guest. Ever since then I use this as a stepping stone to get into other conferences. She did me a huge favor. A lot of doctors bring their billers to certain kinds of conferences, and it was a way for me to do some acceptable soliciting. Just because you're an outside contractor/vendor doesn't mean you shouldn't tap your clients who you know would be OK with letting you tag along. I paid or my own hotel, flight, flew to Texas with her spent the weekend around doctors, I dolled-out free advice and gained 3 new clients from it about 2 weeks later. Now the local ones I attend by asking. You never know what you're allowed to do until you ask. I use my alma mata to goto their medical school sponsored events. I paid a heck of a lot of money to attend their school, so why not. I haven't been told no yet.

Also, don't just ask them about conferences they attend to learn about billing or new laws. I ask them if you're thinking about adding a new service let me know and I'll go so we can both learn. This always wins my clients over. I've even tagged along to a few CEU's with one of my surgeon clients and while I didn't attend the actual CEU, I went to the mixer. It was the BEST experience ever. Doctors who are drinking a little bit get alot more honest and open. They really loved the idea that I was there. So why not. I don't go to all of them but I research and decide which ones I should be attending and I identify my clients who I know should be attending too.
Title: Re: Marketing slump
Post by: Billergirlnyc on January 26, 2013, 12:27:34 PM
Oh also wanted to add there are tons of conferences where you don't need to be a tag along. Just do the research, but think of it this way, it bolsters your credibility when you're there with a client. As we all know Doctors are all about references and their colleagues and peers giving them those references even if they don't know said colleague/peer. It's just how they're wired. I have a "easier" time convincing those who know my current clients or know by attending a conference with them. I also bolster my clients because they meet new doctors. I've yet to have not see the upside in this.  The best thing in the world is my PIA client is also an adjunct medical professor and she brings a lot of weight with her to any convention. She's going to a Pain Management convention where she's learning about extensive nerve blocks etc next month. Guess who is tagging along because it's imperative I understand what she'll be doing, haha. I mean it is, but you get exactly what I'm saying.

And, remember those pharmaceutical reps I mentioned that I worked-out a referral program with? One just emailed me this morning saying did I want to come-out for Pfizer's party and mixer in Philly as his guest. That's just a bus drive away. I, of course, said yes. Why would I go? Because they're leads. They have them. I need them. I'm going to go and get as many as I can.

There is more than one way to gain clients and it starts with knowing that all things are possible if you just write it down, rethink, re-approach. The old stuff doesn't work, getting out there and being the voice of your company does. I loathe the word "branding" BUT too many of us don't think of our small companies as brands. They are. Do it well.
Title: Re: Marketing slump
Post by: Billergirlnyc on January 26, 2013, 12:34:51 PM
Thank you Dee, for sharing your marketing tips. I agree that we live in the world of networking. This forum is like a bible for newbies to start up a business. I met with Michelle and Alice due to this forum and they really encouraged me to get up and hit the goals.

Michelle, Alice and Linda,

Due to work load I am not able to post replies on the forum but believe me, once every day, I think and talk about you guys. We all are here because 3 of you.

Thanks

You're welcome and I couldn't agree more with you about this forum.

Good luck to us all!