Medical Billing Forum

Starting a Medical Billing Business => Starting Your Own Medical Billing Business => Topic started by: SnyderKristine on February 17, 2014, 05:28:08 PM

Title: Marketing New Medical Billing Company
Post by: SnyderKristine on February 17, 2014, 05:28:08 PM
Hi All,

New to the forum. And I am really impressed to see people sharing valuable information here.

My Question:
I am starting a new medical billing company. I have decided a list of services and the pricing strategy. The website is also under construction.

What possible methods should I use for marketing my business, online or traditional methods? What do you guys think?
Title: Re: Marketing New Medical Billing Company
Post by: Merry on February 17, 2014, 06:22:26 PM
The most important thing I think is to consider what you are selling..Yourself..so before you think of how you are going to market, I think you need to think about what you are going to market. YOU!!

Are there networking opportunities in your community? I would start there and make a list of them..Chamber, medical organizations that may have monthly meetings, Medicare seminars..You will get much advice here and you can also do a search using marketing as the search word. This has been discussed many times and very recently.

Good luck in your new venture.

Perhaps others can share what did not work for them.

Merry
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 18, 2014, 09:26:37 AM
Thanks Merry!

I think I will market myself. I have been in this field since my first job. I worked for a medical billing company for three years and handled different specialties: Internal Med, Ambulatory, Family Physician and Dermatology.

My basic amusements are how should I start marketing?
What marketing aids or colaterals I would need to market?

And most importantly
Where would I get the data from?

Guys please help..
Title: Re: Marketing New Medical Billing Company
Post by: Merry on February 18, 2014, 10:46:47 AM
I would not spend tons of money on collateral materials. If you decide to do a mailing, oversized postcards will get read faster than a brochure in an envelope. But, everything must be professionally done. Try going to your local community college and talk to the graphic design instructor and see if they would take your materials as a class project.
And remember, mailings without followup is fruitless. I prefer networking and allowing people to see you. And mailings often to not get to the decision maker anyway.

Merry
Title: Re: Marketing New Medical Billing Company
Post by: Michele on February 18, 2014, 12:11:28 PM
My basic amusements are how should I start marketing?
What marketing aids or colaterals I would need to market?

The aids will depend on what methods you chose to use.  You should have something to leave with them if you are doing any in person marketing.  A brochure, or a well done business card that contains a lot of info (I'm big on using the back of the card).  You want them to remember why they got your card.  Your card should do a little bit of talking for you. They are small but you can pack quite a little well worded info!

There are many ideas/suggestions in past posts on this forum.  Search "Market" or "Marketing".  Too many to repost.

Social networking is one of the most powerful methods.  Joining the Chamber of Commerce, networking groups, Rotary, or any other local or national groups that medical providers are likely to be in.


And most importantly
Where would I get the data from?

Not sure what data you mean? 
Title: Re: Marketing New Medical Billing Company
Post by: AnthonyMBA on February 20, 2014, 08:29:24 PM
SnyderKristine-

What possible methods should I use for marketing my business, online or traditional methods? What do you guys think?

The reality today is that most paper media delivered by mail will rarely reach the decision maker. This is especially true for newly licensed doctors that tend to be less "digital-phobic." Paper media, blast emailing, and cold-call prospecting have a low client acquisition rate and may not be the best use of your time and $$$.

Online methods are the way to go. By maintaining updated business profiles on Facebook and LinkedIn, for instance, and having a well-maintained website, you have an established online presence where others can find you and you can share your knowledge, value, and experience to prospective clients.

To further expand your reach, grow your network of contacts on Facebook and LinkedIn by connecting with individuals and professional organizations. You can also post on behalf of yourself and your business on a regular basis. This way, you maintain a steady stream of visitors to your profiles.

You can purchase ads on Facebook and search engines like Google and Bing that will display an ad for your business (with link to your website) when users in your business' geographic area search for specific keywords.

The most important thing I think is to consider what you are selling..Yourself..so before you think of how you are going to market, I think you need to think about what you are going to market. YOU!!

You also need to keep in mind that when a prospective client searches "medical billers" in your area, they are going to be bombarded with results. There are billers everywhere and when you look at their websites, they all look and sound the same. Take a look for yourself..."We specialize in everything", "We utilize the best technology", "You will have the fastest turnaround time", "We are different than everyone else"... The most important thing to do is figure out how to stand apart and differentiate your business from the competition. 
Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on February 21, 2014, 09:20:25 AM
Quote
The reality today is that most paper media delivered by mail will rarely reach the decision maker. This is especially true for newly licensed doctors that tend to be less "digital-phobic." Paper media, blast emailing, and cold-call prospecting have a low client acquisition rate and may not be the best use of your time and $$$.

I don't agree at all. I think it really depends on your branding and packaging of those materials. Paper is in front of you without having to go to the computer, it's your first impression and if you do it right it's the most successful. And of all the contacts I've had from direct mail all of them make it where I want it to go. I don't try to get around the office managers, or billers, quite the contrary. I market myself as an extension on them and let them take the reigns and call the shot. Let them be the hero. I always do brightly colored packaging addressed to either the provider or the office manager ( I do both). I think the internet is great backup for marketing and is like a second backup. The other day I got the coolest mailing from a tax company here in my area with a QR code to scan to see special savings, now I didn't need a tax company but they peaked my curiosity so I scanned it with my Iphone and was really surprised to see I got a free federal refund with purchase of state tax preparation.  My returns are pretty involved so this was a great deal. Their website was beautifully done and the owner himself answered the phone. Yes I have a tax guy now. LOL,  My point is that his mailing made his first impression on me, I visited his site because of the good first impression and he grabbed my attention and curiosity AND I wasn't even in the market for a tax guy!

I really believe the marketing efforts you put forward need to match the goals of your business. Obviously direct mail may not be the way to go if you plan to aquire a lot of accounts at once, have a large business, etc. My goal was never to take on more than I could personally take care of as that was what physicians really worried about. Would they get lost in the shuffle if the company got big. One of my best clients was with a billing company when they started and within 2 years they grew to the point they could no longer give the client the personal service they were used to. I'm not talk hand holding or anything difficult, he just likes picking up phone and having ME answer ..it's the little things that keep small businesses alive. Your marketing efforts need to match the goals of your business. Every business is different but you can make any marketing campaign pay off.

I don't agree that postcards are better, I look at postcards as a "cheap and lazy" means. I think they could work for promotions or specials but not for actual client marketing. You can't make a full on impression with a postcard. In fact you need to grab them in 30 words or less which is rather difficult.
Title: Re: Marketing New Medical Billing Company
Post by: AnthonyMBA on February 21, 2014, 10:50:57 PM
Quote
I don't agree at all. I think it really depends on your branding and packaging of those materials. Paper is in front of you without having to go to the computer, it's your first impression and if you do it right it's the most successful. And of all the contacts I've had from direct mail all of them make it where I want it to go.

Thank you for sharing your experience and I wholeheartedly agree with you that branding is everything. I will try to give direct mail a more fair shot when discussing marketing strategy to clients (as well as my own) :)

I was speaking from my own personal experience with clients. In addition to the medical billing company that I worked at for a number of years, I spent a few months consulting for a large urology group's medical billing department. At both sites, advertisement mailers were routinely tossed without a second thought. The clients that I tend to attract now are recently licensed physicians that work in a non-office setting. Most have found me through networking sites such as LinkedIn and prefer to correspond with me via the tablets that never leave their side.

The healthcare industry is slowly working towards a goal of becoming completely paperless. Demographics capture and procedure documentation can be done from a tablet. Transcription and coding can be done electronically. Charges can be sent electronically and revenue can autopost. The process isn't anywhere near perfect, but it's working towards it. I believe that branding and other marketing efforts should match changing societal and operational trends.

I'll get off my soapbox now :) I read and learn from your comments regularly and am glad that I found this site. I started my business because the healthcare industry and its competitive environment is changing. Many established medical professionals and billing organizations are struggling to keep up and many newly licensed physicians are struggling to grasp the complexities of the business environment they will be working in.
Title: Re: Marketing New Medical Billing Company
Post by: Merry on February 21, 2014, 10:59:46 PM
Thank you for joining us and for your detailed contribution.

Merry
Title: Re: Marketing New Medical Billing Company
Post by: williamportor on February 22, 2014, 01:44:44 PM
Hi All,

New to the forum. And I am really impressed to see people sharing valuable information here.

My Question:
I am starting a new medical billing company. I have decided a list of services and the pricing strategy. The website is also under construction.

What possible methods should I use for marketing my business, online or traditional methods? What do you guys think?

I can answer that in 4 words: "Pick Up The Phone" It's not very fun sometimes, but if you have unlimited long distance phone service, get on yellowpages.com and start cold calling. It works for stockbrokers, as well as insurance and real estate agents, and it's a lot less expensive than direct mail or other forms of advertising. Don't be afraid to leave messages on their VM's. Sales is a numbers game, and if you happen to be the medical biller offering your services to a clinic when they are looking for one, there is a good chance you'll get their business. :)
Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on February 22, 2014, 02:28:12 PM
Quote
I can answer that in 4 words: "Pick Up The Phone" It's not very fun sometimes, but if you have unlimited long distance phone service, get on yellowpages.com and start cold calling. It works for stockbrokers, as well as insurance and real estate agents, and it's a lot less expensive than direct mail or other forms of advertising. Don't be afraid to leave messages on their VM's. Sales is a numbers game, and if you happen to be the medical biller offering your services to a clinic when they are looking for one, there is a good chance you'll get their business. :)

A lot of people HATE getting on the phone and I was one of them, however I knew I had to get over that fast. What I did was go through the phone book and started by calling the largest offices I could find ..by the time I got to the smaller ones, I was feeling pretty confident!
OH .. and the biggest mistake people make when calling is trying to get around the office manager and insisting or leaving the message for the physician. Not going to happen.. that's why they are called the "gate keepers".  If you can get them to talk, complain, or find some common ground of conversation you will get an in. Remember to always include them and NOT try to bypass them or they will see you as a threat. 
Title: Re: Marketing New Medical Billing Company
Post by: tallmanusa on February 23, 2014, 12:08:04 PM
I think Anthony MBA has given an excellent synopsis. The methods used to market in the yesteryear are like old newspapers, and like newspapers they will be replaced. I don't think I could have said any better than Anthony. Those who don't embrace the new technology will go into oblivion.

Marketing billing business has little to do with billing, it has everything to do with knowing the new media.

There is one exception, if you have been in business a long time, you should have a client base, which can grow, you should not need any marketing.

Whether you have one client or a thousand clients the methods don't change.

And all this about marketing "you " is absolute waste. The doctors don't care if you are a cockroach or a robot. (actually many would prefer to deal with robots).  They only care about two things; price and quality of what they can get for their money. If a cockroach can deliver what they want they would be just as happy.

This having said, references are the life and blood of this business. In our first year, we signed up about 50 clients. Not one of those signed up without references, and we never met with any of them; booked on the phone and online. You have no references, you have no business; you have no business, you have no references. Unless you can break that, you will be waiting for a client.

When we started, we partnered with an established company and used their references, until we developed our own.
Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on February 23, 2014, 12:55:34 PM
Quote
I think Anthony MBA has given an excellent synopsis. The methods used to market in the yesteryear are like old newspapers, and like newspapers they will be replaced. I don't think I could have said any better than Anthony. Those who don't embrace the new technology will go into oblivion.

I completely 100% disagree. I still sit down EVERY Sunday morning with a real newspaper and many others do as well. ( I think I like the black ink on my fingers)
I also think, like the newspaper, there are still so many wonderful physicians out there that appreciate the tried and true, the small business without the big business which in most cases diminishes quality customer/client relations. There's no disputing that. I've talked to so many physicians who have gone with big businesses only to state the same thing over and over, they got lost in the shuffle. There is a HUGE medical billing company in the northeast ( I won't mention names or the state, but those in the north east know who I'm talking about) they spend such big money on advertising and there's no doubt they are racking in the clients..but guess what.. their clients will not STAY. Every one of their clients had the same experiences and can tell you why they went with them to begin with...starting with their CHEAP pricing method. On the average I watch time and time again the smaller billing companies scoop up the clients this huge company discards like nothing. I work with medical billers every day and the larger ones are getting the clients while the smaller ones are keeping them. To me that says a lot and it's not really disputable.    MARKETING is about GETTING... REAL marketing is tried and true and is all about KEEPING the client. Anyone can get clients and spend a fortune to do so, but they don't keep them.

Quote
Marketing billing business has little to do with billing, it has everything to do with knowing the new media.

Your wrong again.. very wrong. The ones who market themselves and their education, experience and knowledge KEEP the clients they obtain. How can you market any business w/out producing your talents??? YOU can't.. your only going to GET The clients on the hook, reel em in, gut them and lose them. How you can say it has little to do with medical billing blows my mind.  Again, I'm not saying your big digital marketing boom doesn't work, I'm saying that GETTING a client is the easy part.. KEEPING them is harder and you will ONLY Gain them by your marketing edge, you won't keep them w/out knowing what you are doing. And you can't service the client in the manner a small business can, that's a fact you can't dispute.   I have seen so many with $$ in their eyes, their big plan to hire and let everyone else do the work while they just rake in the dough.. it's almost always short lived. The small business, they are the heart of the industry because they care. They don't NEED big media blasts when they have something so much more valuable..their own education and experience.


Quote
Whether you have one client or a thousand clients the methods don't change.

That's not possible .. There IS a big difference in the company with one client and the company with 1000. I know billing companies with just a handful of clients (HAPPY clients) they have had for years that do very well.

Quote
And all this about marketing "you " is absolute waste. The doctors don't care if you are a cockroach or a robot. (actually many would prefer to deal with robots).  They only care about two things; price and quality of what they can get for their money. If a cockroach can deliver what they want they would be just as happy.

Where do you think quality comes from? I think that statement is an absolute insult to physicians. YES pricing is always on the front line.. offshore especially, until the doctor gets burned.. OH and they do get burned.. but I guess that 's good because we end up picking up the mess later.


Quote
When we started, we partnered with an established company and used their references, until we developed our own.

That seems a bit sneaky to me..but I don't know the details.. How can you "use another company's references"?

Title: Re: Marketing New Medical Billing Company
Post by: tallmanusa on February 24, 2014, 07:01:54 AM
The debate  over "new " methods of selling and " old " method is moot if you have no or weak references. You will  not get a client, and don't hold your breath for them, you will turn blue.
Conversely if you have strong references, they do the selling for you.
The absurdity of you selling " you " is so obvious; you don't sell you, the people you have worked for sell you.
Dale Carnegie is his famous book wrote " Any idiot can toot his own hon, and most idiots do, a wise man find others to toot his horn ".
Whether you have one client or a thousand clients, each client does his due diligence, one at a time.
I am flabbergasted at the insinuation that you dazzle the doctor with " you " and he will not do his due diligence.
In our case, we provide five references in his specialty as the first step.
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 24, 2014, 10:37:57 AM
Not sure what data you mean?

I mean the data I should start contacting or calling. May be the list of physicians, providers, other billing companies. I am actually looking for resources that can get me that data...

Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 24, 2014, 10:43:35 AM

I can answer that in 4 words: "Pick Up The Phone" It's not very fun sometimes, but if you have unlimited long distance phone service, get on yellowpages.com and start cold calling.

That's so true. I am really scared about picking up the phone. But I would come over that soon. Any idea what would be ideal sales pitch or script.
This is a second question.

The first question would be where will I get the apt data for cold calling. Do you think Yellow pages would be enough??

Thanks in advance WilliamPortor. Looking forward to your assistance.
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 24, 2014, 10:49:39 AM
What I did was go through the phone book and started by calling the largest offices I could find ..by the time I got to the smaller ones, I was feeling pretty confident!

I think I will stick to this advice. A very good idea indeed.


OH .. and the biggest mistake people make when calling is trying to get around the office manager and insisting or leaving the message for the physician. Not going to happen.. that's why they are called the "gate keepers".  If you can get them to talk, complain, or find some common ground of conversation you will get an in. Remember to always include them and NOT try to bypass them or they will see you as a threat.


Please don't mind me asking this, but I was wondering who would be the best person to talk in case of provider's office. In most cases I guess the receptionist will pick up the phone.

Please help on how should I introduce myself and how should I introduce my services.

Too many questions  :-[
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 24, 2014, 10:53:34 AM

When we started, we partnered with an established company and used their references, until we developed our own.


I was wondering about how will I give references to my prospects. I was doing a job and even though I do have good relations with some clients, but using them as reference would be not fair in the eyes of my last employer.

Is it possible to share references of an established company. How does it work? Please advice tallmanusa.

Would you share with me  ;D
Title: Re: Marketing New Medical Billing Company
Post by: Merry on February 24, 2014, 12:13:38 PM
So that I am not confused.  Are you looking for resources to get lists of providers so that you can market to? 
Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on February 24, 2014, 12:19:25 PM
I never plan my cold calls. I don't script them nor do I think too much about what I'm going to say as when I do that I tend to get jumbled. I will make attempts to get to the office manager or "person in charge of billing". MOST times I can get right through. I also am very careful not to sound to salesmany.. (probably not a word). I believe when you give you get so I like to call with a topic, be it the affordable care act, collecting the higher copay's due to the exchange plans, etc. I will also ask them if I can mail them additional information. MOST times the office manager is so glad to be in the loop and not have you go behind their back they are pretty cooperative! Many times I can get them talking, the whole while I'm taking notes. I will also ask them if I can come in and sit down with them and go over any problems they have. I'm sure others can chime in with their calling techniques.

Quote
I was wondering about how will I give references to my prospects. I was doing a job and even though I do have good relations with some clients, but using them as reference would be not fair in the eyes of my last employer.

Were you working for a billing company? Would they be willing to be your reference?  When I started out I was working full time at an insurance company, I've talked to many doctors offices over the years and was able to retain some references there and also with the first client I ever had. I too believe references are important but there are many times you hit that brick wall where you can't get experience and the reference if no one gives you that first shot. That first client can be somewhat difficult to land but once you do the reference means a lot. Just keep in mind what I said.. getting the client is the easiest part I'm afraid. Keeping them is another story.
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 24, 2014, 12:43:04 PM
So that I am not confused.  Are you looking for resources to get lists of providers so that you can market to?

Yes, Exactly.
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 24, 2014, 12:47:55 PM
Thanks Linda.

I think I would use that advice and try to initiate a conversation with the Office Manager. I have also dropped an email about my amusement with the Medical book I purchased. Please see if you can help me with that.

One last thing I would need your opinion on:
I think the most engaging topic for now would be Obamacare or the ICD-10 change coming up. Any suggestions around these topics of how I can initiate a conversation? A sentence or two for conversation starter would be appreciated.

xoxo :D
Title: Re: Marketing New Medical Billing Company
Post by: Michele on February 24, 2014, 02:21:31 PM
I would use the ICD10.  Maybe something like:  "I was calling to see if you are prepared for the upcoming switch from ICD9s to ICD10s.   Maybe I could come in and give you some assistance.  I have several helpful tools and can make some suggestions for your office."

Of course you would have to have tools and suggestions.  Things like some of the free online conversion tools, and ideas on making cheat sheets, etc.
Title: Re: Marketing New Medical Billing Company
Post by: Michele on February 24, 2014, 02:23:58 PM

When we started, we partnered with an established company and used their references, until we developed our own.


I was wondering about how will I give references to my prospects. I was doing a job and even though I do have good relations with some clients, but using them as reference would be not fair in the eyes of my last employer.

Is it possible to share references of an established company. How does it work? Please advice tallmanusa.

Would you share with me  ;D

I do not know how tallmanusa did it, but if you have a good relationship with your previous employer and they are not upset about your current situation, then you could ask them if it would be ok to use some of the accounts you worked on and had a relationship with for references.
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 25, 2014, 08:47:12 AM
I finally gathered some courage and started cold calling some provider's office. Only two calls and I was frozen.
In one case I could get the Office Manager but that didn't worked well, the moment I said "We provide Medical Billing Solutions", she said "NO NO NO" and hunged up.
And then the second I was transferred to a voice message, and I was completely blank as to what should I say??

Please help me in drafting a innovative and catchy script so that people just don't hang up on me :( :'( :'( :'( :'( :'( :'( :'(
Title: Re: Marketing New Medical Billing Company
Post by: Michele on February 26, 2014, 08:31:19 AM
Everyone is different.  You must find what works for you.  Alice and I ALWAYS script out what we will say AND role play to make ourselves comfortable.  I know that doesn't work for everybody but it does for us. 

One thing is don't start off with "We are a Billing Service"  or "We do billing".  Try to get them talking.  Something more like "I was just calling to see if you are all set for the new ICD10 diagnosis codes.  If not I would be happy to come in and go over some things you might do to prepare."  The only problem with this approach is that you aren't letting them know what you are really calling for so you may end up going to some appointments that are a waste of time.  But even those who do need it don't usually admit it. 

Another approach we sometimes do is to say we would like to come in and do a free analysis of their current system.

Hope that helps!
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 26, 2014, 08:53:33 AM
That's a very good idea. I would try to role play this with one my colleague to see if it works for me.

But this would restrict me from targeting practices located far away from my place. What about practices in different states??
Title: Re: Marketing New Medical Billing Company
Post by: Michele on February 26, 2014, 09:11:53 AM
Yeah, we obviously only offer that with local offices and Hawaii.  JK.  Local offices only. We do bill for out of state providers but our marketing for them is online or referrals.  You will only be able to offer going in to the local offices.  But you could consider developing a Power Point and do a live gotomeeting but it may be harder not being right in front of them.
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 26, 2014, 09:36:55 AM
So I should basically focus on targeting local providers only.

What do you think would be a good number of cold calling everyday, to keep the business in pace and start off soon.

I  do have the presentation and graphics in place, what takes me back is the fear of being rejected and that would bring my morale down.... :-[

Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on February 26, 2014, 10:56:52 AM
Don't put the cart before the horse, I always did my direct mail and internet marketing ALONG with the cold calling and even some walk in's. If you are only doing cold calls you will get frustrated quickly. EXPAND your marketing with direct mail, internet, media, anything.. one solution does not fit all and is too limiting. Start out with a 500 piece mailer, follow up on 25 of those pieces in a week, utilize brochures, flyers, letters, presentation packets, invitations for a sit down, etc.
Don't rely on ONE method.

I'm also a firm believer that it really does take money to make money. When I find a potential client I think is worth the effort, I will invite them to lunch or dinner.

I tend to hang up on telemarketers using a script as you can hear it right away. Yes it does take quite a few NO's and hang-up's before you begin to see results and make contacts. Remember that not all good conversations will lead to a YES but they do lead to a CONTACT. If you come across an office who speaks with you but doesn't really need your services, ask them if they will refer you to another provider who might. Don't take all NO's to mean NO. :)  Think outside the box as I was always told. That has always worked for me.  Offices also love freebies, coffee mugs, clipboards, magnets, pens, etc.. don't be afraid to do what pharmaceutical reps do.. they get in the door :)
Title: Re: Marketing New Medical Billing Company
Post by: tallmanusa on February 26, 2014, 11:18:20 AM
Stats are that only one out of 80 calls end up with an " interested " prospect, not necessarily a client.
If he is interested he would say " Send me a link to your website, and three references ".
If you have those, may be worth your time.
If you don't it is an absolute waste.
Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on February 26, 2014, 12:14:49 PM
Quote
Stats are that only one out of 80 calls end up with an " interested " prospect, not necessarily a client.

Ever take a course on statistics in college? I have .. 2 of them. It's still humorous to me there are courses on this.. but what I took away from my two years of statistics was that statics are based on data (duh.. I know) When you Quote stats.. best to provide a reference to those stats so that people have an idea of WHAT and WHO this data is coming from.  One out of 80? No, don't buy it.. I've made only 10 calls in a day and at least received 3-4 interested responses. Also if you think that SOME interest is a waste of time and expect to "LAND" a client from a phone call you are truly delusional.    A POSITIVE outcome is any outcome that may result in a call back, and not  being hung up on. If you didn't get the appointment on the call ask if you could send them additional information to pass on to other providers.. Let me know how many say "NO".  I won't believe it.

Quote
If he is interested he would say " Send me a link to your website, and three references ".

Never heard that yet as usually the offices I call I have already made an established connection, and if they don't remember, then usually they are interested and ask me to call back, come in or send them additional information. I know a LOT of medical billing companies that don't have a website. I actually don't anymore.. only because I'm too busy to make one and don't need to. I've had the pleasure of mentoring one recent billing company of 2 that gained 4 clients in 2 days without a website, and using traditional marketing methods. I know medical billing companies that started way back when I did in the 90's still going strong and many still don't have a website.   It is hit or miss.. there are no REAL stats. YOU get your clients based on your marketing efforts but you keep them based on your education and knowledge and experience.   

Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 26, 2014, 05:25:56 PM
Very well said.

I have decided to start up with following marketing strategies:
Cold calling
Reference checks (I am ringing all my friends and families to see if they know any doctor personally)
LinkedIn
Email marketing
Internet Marketing (Social networking sites)
and Mining job portals

Again I have one doubt,

What should my first email look like?
Should I go for a text email with my services and company's introduction OR
Should that be a infographic or email template with lots of images and info.


I am also in process of designing my company brouchure, flyer and teaser. Thanks heaven I know how to create designs :)
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 27, 2014, 09:39:38 AM
What should my first email look like?
Should I go for a text email with my services and company's introduction OR
Should that be a infographic or email template with lots of images and info?

Any expert on email marketing? What out of these do you think will work???
Title: Re: Marketing New Medical Billing Company
Post by: Merry on February 27, 2014, 10:33:47 AM
Email marketing?  Where are you getting the email list from? Please be aware of laws related to sending emails to people from purchased lists.
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on February 27, 2014, 10:37:53 AM
No No.. I am not going to send junk emails. I seek permission on my first call and then forward my company's details.

But I always think that plain text emails are less effective than infographics or designer templates. What do you think about this?

And how do you introduce your company for the first time??
Title: Re: Marketing New Medical Billing Company
Post by: Merry on February 27, 2014, 10:42:33 AM
I would be curious how you get them to give you an email address.  Please share once you have done this and had success. I am not trying to discourage  you at all.  Just curious. 
Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on February 27, 2014, 03:38:46 PM
The laws on emails are there, however not enforced, If we were able to hold companies accountable for unsolicited emails I'd be pretty happy though it would take too much  time to report them all. Now unsolicited faxes.. NO NO NO. :)

I've NEVER done email marketing in my life and don't plan to.. JMHO. completely ineffective for this industry in my opinion. Instead of email, why not do a newsletter on your website with an OPT in or let them download it. Pro's to having them opt in using newsletter service is that you can respect their terms in receiving it, and you can keep track of collected emails. Use a good newsletter marketing company like Constant Contact  (www.constantcontact.com). Not only can you do a lot with a newsletter but you make a commitment to your potential market, you get to control how much FREE info you give out and at same time you can introduce yourself, your business and show off your education and experience. WIN WIN.  The downside if you put up for download is that unless you have a good website hosting company with impeccable stats and require an email address you won't be able to track. Even so a lot of times if people want to collect too much information for a free dowload, most won't bother.  Spend the few bucks a month and do it right. I believe you can do free with Constant Contact up until you hit a certain number. :)
Title: Re: Marketing New Medical Billing Company
Post by: AnthonyMBA on February 27, 2014, 06:52:32 PM
So that I am not confused.  Are you looking for resources to get lists of providers so that you can market to?

Yes, Exactly.

It doesn't appear that this was answered for you. There are a few ways to go about this....

1. Use yellowpages.com or google places (preferred) to search for providers in your area. One of the things that I have done for clients (and myself) is to use a "scraper" to snag contact information and load it into an excel spreadsheet.
2. "Find a Provider" searches on Medicare.gov or your State's BCBS website (two carriers that most doctors are contracted with)
3. AMA provider lists (expensive, but thorough)
4. Local medical specialty governing bodies and associations

The methods above are useful in finding established physicians. Networking at/with local medical schools is a good way to find soon-to-be licensed medical professionals. This may be advantageous for you because they are not currently tied to a medical biller and may value your guidance.

Hope this helps
Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on February 28, 2014, 08:01:38 AM
Quote
Networking at/with local medical schools is a good way to find soon-to-be licensed medical professionals. This may be advantageous for you because they are not currently tied to a medical biller and may value your guidance.

Definitely network. Add to that list attorney's and accountants! Don't even think it too cliche to take your business card to golf courses, local post office (most local post offices have a board), everyone goes into the post office right?  When I started marketing I also asked 2 area hospital's if I could put my business card in the physicians lounge and they were happy to oblige. Check your local chamber of commerce too. Our local chamber here has quite a few accountants and attorney's. In fact they give out my card a lot and I get quite a bit of consulting jobs from just that.
Title: Re: Marketing New Medical Billing Company
Post by: solace on February 28, 2014, 08:20:08 PM
Very good ideas, guys!  I was already set on posting on bulletin boards in medical schools but now I have so many more options to go along with that.  Thanks everyone!  Very good thread, indeed.
Title: Re: Marketing New Medical Billing Company
Post by: williamportor on March 02, 2014, 12:43:38 PM

I can answer that in 4 words: "Pick Up The Phone" It's not very fun sometimes, but if you have unlimited long distance phone service, get on yellowpages.com and start cold calling.

That's so true. I am really scared about picking up the phone. But I would come over that soon. Any idea what would be ideal sales pitch or script.
This is a second question.

The first question would be where will I get the apt data for cold calling. Do you think Yellow pages would be enough??

Thanks in advance WilliamPortor. Looking forward to your assistance.

Hi- My e mail address is westsidebilling@gmail.com send me an e mail, and I'll send you my phone script :)
Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on March 02, 2014, 01:48:37 PM
Please don't use a script. Be yourself. ANYONE can see through a script. OFFER up good information, be helpful and educate. You don't NEED a script.
Title: Re: Marketing New Medical Billing Company
Post by: williamportor on March 02, 2014, 05:19:41 PM
It's true, one does not need a phone script, in fact blindly following a script tends to make one sound like a robot (not a good thing!) I would suggest however having a script handy, along with intelligent written answers to commonly asked questions and/or objections can be a useful tool. It can provide you with talking points when you're tired or can't think of what to say, in addition, stammering or long phone pauses when questions arise can make one sound unprofessional and uneducated. A phone script should be a guide, not a gospel. :)

Please don't use a script. Be yourself. ANYONE can see through a script. OFFER up good information, be helpful and educate. You don't NEED a script.
Title: Re: Marketing New Medical Billing Company
Post by: Michele on March 03, 2014, 09:25:17 AM
Well I have made a ton of phone calls with a script in front of me and I don't believe I've ever sounded like a robot.  I can do the calls now without a script because I have done so many.  But when we were starting we were too new to just go free forming it.  We were not comfortable yet with calling not secure enough in what we were doing.  That comes from experience.  So for us, the scripts worked beautifully.  We didn't use them to read word for word robot style.  We used them to prepare us for the calls, to help us be smoother, and to give us confidence.  That is why I suggested them.  I too hate when I get a call from someone, especially when they don't speak English very well, and they are obviously reading from a script.  If you force them off script they don't know what to say.  That is not at all what I am suggesting.  I believe Kristine indicated she had made some calls and was flustered and didn't know what to say.  In that case I think a script would be helpful to keep her on track.  Our scripts are not word for word, typed out conversations, they are bullet points to keep us focused and help us remember all we want to convey in the conversation.  We hate when we hang up and say "I forgot to tell them....." or "I should have said....".  We also did a lot of role playing to help with unexpected turns in the conversation. 
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on March 04, 2014, 12:14:48 PM
Thanks Michelle: Role playing really helps.

Thanks a lot Mr. William Portor: the script was also really helpful....

How consistent should I be in calling. I do cold calling for 3 hours, and then the next day I don't feel like doing, specially I have a client who wants to have a follow up meeting...
Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on March 04, 2014, 12:22:57 PM
Quote
How consistent should I be in calling. I do cold calling for 3 hours, and then the next day I don't feel like doing, specially I have a client who wants to have a follow up meeting...

I'm not sure I follow...

You want to call and follow up on all your mailings. You can do random cold calls but I prefer to be able to open up with telling a practice that I sent them information on such and such a date and I'm calling to follow up...

I'm still of the old school where it does take money to make money and I know that. .no matter what. I will invite a good prospect out to dinner, I will bring in lunch if I have to. If you get a potential client that looks good.. you want to show them you are serious. The bigger companies are out there taking them for big $$ dinners and such. You have to find a way to compete while saving your marketing budget.

I'm standing by what I said with scripts. I just prefer to be myself.. Of course I have an idea in my head, I have a conversation opener ready to go but I won't use a script. I'll take notes, look at notes but no script. I've hung up on too many companies calling using a script. I don't' have time to listen to them and neither do medical providers. JMHO
Title: Re: Marketing New Medical Billing Company
Post by: williamportor on March 11, 2014, 10:44:13 AM
Hello- Just my opinion, but as I said in my e mail "be consistent"! Better to prospect 1-2 hrs. a day Mon-Fri, than 3 hrs on Monday then do nothing for the rest of the week. Go to your follow up meeting of course, but remember your phone prospecting and lead follow up can be just as important, so don't neglect them.  Motivation...well, think of it this way. If you were working for an employer, would your boss ask if you "felt like doing your job today?" Answer: NO. You'd be expected to do it, or they'd find someone who would. You need to develop this mindset. You're trying to build a business, and that will only happen with consistent effort. You don't need 65 hr. work weeks, but you do need consistent work habits. :)

Thanks Michelle: Role playing really helps.

Thanks a lot Mr. William Portor: the script was also really helpful....

How consistent should I be in calling. I do cold calling for 3 hours, and then the next day I don't feel like doing, specially I have a client who wants to have a follow up meeting...
Title: Re: Marketing New Medical Billing Company
Post by: williamportor on March 11, 2014, 08:17:55 PM
Hello- Just my opinion, but as I said in my e mail "be consistent"! It's up to you wether or not you decide to use a script, but it's better to prospect 1-2 hrs. a day Mon-Fri, than 3 hrs on Monday then do nothing for the rest of the week. Go to your follow up meeting of course, but remember your phone prospecting and lead follow up can be just as important, so don't neglect them.  Motivation...well, think of it this way. If you were working for an employer, would your boss ask if you "felt like doing your job today?" Answer: NO. You'd be expected to do it, or they'd find someone who would. You need to develop this mindset. You're trying to build a business, and that will only happen with consistent effort. You don't need 65 hr. work weeks, but you do need consistent work habits. :)

Thanks Michelle: Role playing really helps.

Thanks a lot Mr. William Portor: the script was also really helpful....

How consistent should I be in calling. I do cold calling for 3 hours, and then the next day I don't feel like doing, specially I have a client who wants to have a follow up meeting...
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on March 12, 2014, 06:45:52 PM
Thanks William.

I am following your advice and trying to be consistent. Infact I did manage to get some warm leads, but this is kind of strange.

I had three or four people interested in the services, after two or three phone conversations, they asked about pricing, and then they don't turn up. Bad luck may be, but I am really surprised.

Any idea about what kind of people should I target. And where will I get the data from.
Title: Re: Marketing New Medical Billing Company
Post by: Merry on March 12, 2014, 09:51:09 PM
Are you giving prices over the phone? What are you telling them when you ask. I find it difficult to quote a price until you get a handle on what you will be doing and the condition of the office.
Title: Re: Marketing New Medical Billing Company
Post by: tallmanusa on March 13, 2014, 08:49:35 AM
Quote

I had three or four people interested in the services, after two or three phone conversations, they asked about pricing, and then they don't turn up. Bad luck may be, but I am really surprised.

Where is the surprise?

Anyone was interested at all would be a surprise. When you cold call , all you get is VM, you can leave messages, nobody ever calls back.

If and when you connect with a live person, they are interested in only two things.

Price, and major companies are giving them low prices and software at no charge.

The second is quality, they want references. Your self recommendation is worthless, they have heard it all before.

So you think they should be interested in a no name company with higher prices, and no references?
Title: Re: Marketing New Medical Billing Company
Post by: Michele on March 13, 2014, 09:02:13 AM


Price, and major companies are giving them low prices and software at no charge.

The second is quality, they want references.



In my experience, and I've been doing this for  years, this is true, they are interested in price and quality.  However, with price, I tell them "you get what you pay for" which is true.  I may be higher than some of the other companies out there but they are not just a number with me.  I make sure I collect on EVERYTHING that they should be collecting on.  Most providers income jumps dramatically when they switch over to me because they were leaving a lot of uncollected claims behind.  I can't do the detailed job that I do for less.  And as for software, most providers already have it.  They never ask me for software.  If they do, I help them find one for their needs, and yes, sometimes that is a free option.  If their needs can be met with the free option there is nothing wrong with that. 

(Tallmanusa - I'm not implying you do not do a good job, I have never met you or seen anything to indicate either way.  Just saying in our experience the larger and cheaper companies do not come close to the experience and detail we give to an account.)

We had an account come to us from billing in house and increase over double without seeing any extra patients.  Their girl was not doing a good job at all.  After a couple years they switched to another slightly cheaper service and dropped 40%.   
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on March 13, 2014, 10:51:20 AM
Are you giving prices over the phone? What are you telling them when you ask. I find it difficult to quote a price until you get a handle on what you will be doing and the condition of the office.

Well, in the second or third phone call, they ask me for prices, and I have to give it to them. I ask them a few questions but then end up sharing my basic package I have designed that list my services and prices for them.

Actually I am right now approaching Big Medical Billing Companies if they would be interested in channeling out some work.

What do you guys think about it? I was just giving it a try, so that I have something to start off.
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on March 13, 2014, 10:55:22 AM
Quote

Anyone was interested at all would be a surprise. When you cold call , all you get is VM, you can leave messages, nobody ever calls back.

If and when you connect with a live person, they are interested in only two things.

Price, and major companies are giving them low prices and software at no charge.

The second is quality, they want references. Your self recommendation is worthless, they have heard it all before.

So you think they should be interested in a no name company with higher prices, and no references?


What should I go around with then? I need my first client to take off, and I am trying hard to tap all the resources I can?

Cold calling is the most talked about marketing technique, what do you say?

What worked for you for the first time, please share? I am in real need of some straight forward advice, if you dont mind sharing?
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on March 13, 2014, 11:01:40 AM
[
In my experience, and I've been doing this for  years, this is true, they are interested in price and quality.  However, with price, I tell them "you get what you pay for" which is true.  I may be higher than some of the other companies out there but they are not just a number with me.  I make sure I collect on EVERYTHING that they should be collecting on.  Most providers income jumps dramatically when they switch over to me because they were leaving a lot of uncollected claims behind.  I can't do the detailed job that I do for less.  And as for software, most providers already have it.  They never ask me for software.  If they do, I help them find one for their needs, and yes, sometimes that is a free option.  If their needs can be met with the free option there is nothing wrong with that. 


I personally believe that I can offer better and personalized services than any big company out there offering medical billing services as an add on service.

Take Kareo for an example: It charges 2.9% for billing services, but it outsource the billing to Indian Companies, is that fair? Almost all the software do that, they definitely don't stand when it comes to personalized and reachable billing services.

But what I am having problem with is WHO should I call, and WHAT should I start with?

I can explain how my services can make their revenue cycle efficient, but HOW do I get to the point of that conversation?
Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on March 13, 2014, 11:15:59 AM
When I am asked about pricing before even doing a practice analysis and looking at what I'm in for, I always ask this question which sparks an awesome conversation:  "Are you looking at other companies that have given you some pricing".    8 out of 10 times they will tell me yes, upon pressing them a little further with the best intentions in mind you find out, that indeed, offshore companies are on their shopping list. People that's a no brainer!! That's where you get them hook, line and sinker. IT is so easy to educate providers on the risks they take using offshore companies for ONE simple FACT that cannot be debated or disputed.. just ask any competent lawyer:   OFFSHORE COMPANIES HAVE NO LEGAL RESPONSIBILITY OR VENUE to US FEDERAL REGULATIONS.. PERIOD. Once you explain to them very simply that they assume ALL OF THE risk, suddenly their LOW BALL pricing is not so appealing. The other day I was on a Facebook group where the offshore companies were advertising a great salary of $15K a year for Indian billers... even brazen enough to say "Must be male". Can you imagine a company in the U.S. doing such a thing?   Now you will get some that will tell you "But they are HIPAA compliant".. great.. but they don't have to be! AND unless you plan a routine jet ride across the country on a weekly basis you have NO idea of the conditions they are setup with. They are sneaky, over zealous, uncommunicative and literally taking advantage of US based physicians.

MARKET by educating providers on this issue, believe me you will get a good conversation out of it, or send them my way! 
Title: Re: Marketing New Medical Billing Company
Post by: Merry on March 13, 2014, 11:18:27 AM
You may have to talk to 100 people before you get through to the right person. And that "right" person will vary according to the practice. Most practices are busy and don't want to be bothered by "sales" calls. But you have to keep at it.

Merry
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on March 13, 2014, 11:25:56 AM
The other day I was on a Facebook group where the offshore companies were advertising a great salary of $15K a year for Indian billers... even brazen enough to say "Must be male". Can you imagine a company in the U.S. doing such a thing?

I was reading over it. I read your comments. I don't have any problem with offshore companies, but the ones that hire people like herds and offer poor to no importance to the cruciality of this industry, get on my nerves. I refrain commenting on anything, avoiding getting into a meaningless conversation.

I am into these groups to see if I can find some business.

What do you think Linda: Approaching medical billing companies to see if they are interested in channeling out some work is a good IDEA?
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on March 13, 2014, 11:27:46 AM
You may have to talk to 100 people before you get through to the right person. And that "right" person will vary according to the practice. Most practices are busy and don't want to be bothered by "sales" calls. But you have to keep at it.

Merry

Yeah, people in the provider's office don't have time to talk at all. That's the reason why I decided to try my luck with Big Medical Billing companies.

Where do I get the data from to cold call?
Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on March 13, 2014, 11:53:50 AM
Quote
What do you think Linda: Approaching medical billing companies to see if they are interested in channeling out some work is a good IDEA?

My answer won't be popular, however I can't really say you'll have better success with MB companies than you would doctors. I have toyed with the idea of an employee or two myself over past few years, however I'd never hire outsourced individuals or subcontract work out. One of biggest reasons I wouldn't is liability insurance would go up BIG time, so right there I'd need to save a bundle in order for it to be cost effective. Second, IRS has guidelines on "employee's" and "sub contractors". With that said, who provides all the equipment/supplies?  Third, even if I had them sign agreements, I have no real way of knowing their facility/setup is compliant, no way to really ENSURE that ongoing compliance. We live in a sue happy country. You can hire or subcontract another company but in the end, no matter what you are held legally responsible.   So those are MY reasons. I can't say you wouldn't have luck though because I know many billing companies who do hire or subcontract out with those things in mind or regardless of those things I mentioned. If I were to hire someone to work in house.
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on March 13, 2014, 12:06:40 PM
Yeah I totally agree. Well the best I can do to assure them is show them how compliant I am and my work atmosphere is. Sometimes I end up listing things I do to be compliant, and they are more than what the parent company does.

Well, I don't know whether to ask this or not, but just a try, can you name few companies you think are outsourcing or rather would outsource?
Title: Re: Marketing New Medical Billing Company
Post by: Michele on March 17, 2014, 03:22:12 PM
I'm with Linda on this one.  We have been in business for over 20 years and have received many requests to outsource some work, or hire to work at home.  We don't ever do it either.  For all of the reasons Linda said and more.  I work from home and I cannot get everything done that I need to.  There are just certain things that I must be on site to do. 
Title: Re: Marketing New Medical Billing Company
Post by: PMRNC on March 17, 2014, 06:44:35 PM
I actually was going through my notes/mail today and came across a quote I received from my E/O insurance provider. This was back in April of 2013 when I was thinking of taking on an INTERN.. (I met all criteria with our local college).. $612 a quarter JUST to add an Intern if they worked OUTSIDE my office!!
Title: Re: Marketing New Medical Billing Company
Post by: SnyderKristine on March 19, 2014, 10:44:14 AM
That is a huge addition to the expenses. Even I would have not considered it then :)
Title: Re: Marketing New Medical Billing Company
Post by: Cpatel on March 21, 2014, 09:41:37 AM
Quote

Anyone was interested at all would be a surprise. When you cold call , all you get is VM, you can leave messages, nobody ever calls back.

If and when you connect with a live person, they are interested in only two things.

Price, and major companies are giving them low prices and software at no charge.

The second is quality, they want references. Your self recommendation is worthless, they have heard it all before.

So you think they should be interested in a no name company with higher prices, and no references?


What should I go around with then? I need my first client to take off, and I am trying hard to tap all the resources I can?

Cold calling is the most talked about marketing technique, what do you say?

What worked for you for the first time, please share? I am in real need of some straight forward advice, if you dont mind sharing?

SnyderKristine,

Billing/Collections is heart of Medical Practice and Physician's are very scared about that no one mess up their financials. They will only let someone touch their accounting information if they trust him/her 100%. So it is very important for us as a newbie to become Physician's trustworthy biller.
Here is the story how I landed my first client. I took a job in solo practice as Medical Biller with very basic pay and worked as employee for approx. 1.5 years until Physician was satisfied with my work. When time came I explained the doctor that I want to grow and want to provide services for more clients. I was able to lend her as my first client and she helped me to lend other 3 clients with mouth of word. Even today my existing clients always guide me  to market my services where and who should I approach because they know the in and outs of their friend's practices. For newbies it is more beneficial if we go out personally and show off our face at the practice rather than just cold calling. First we need to build the relationship with practice decision maker. They will never sit down with unknown person. Even today my existing clients always guide me  to market my services where and who should I approach because they know the in and outs of their friend's practices. I prefer to be a member of local medical society in your town.

I encourage to be a regular reader of this forum. This forum as well as Alice and Michelle taught me a lot.

Good Luck.
Title: Re: Marketing New Medical Billing Company
Post by: Michele on March 21, 2014, 08:09:13 PM

I encourage to be a regular reader of this forum. This forum as well as Alice and Michelle taught me a lot.

Good Luck.

Awwww....Thanks.  So glad to see how well you have done since you started!  8)