Author Topic: I nailed a presentation date now what??  (Read 3510 times)

billspecial

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I nailed a presentation date now what??
« on: June 12, 2009, 04:17:21 PM »
Hi,
Can someone please tell me some of the general things a doctor is looking for in a medical billing company.
Besides the basics like being able to send claims, post payments ect.

My company packet or a marketing letter will usually get me a phone call and a presentation date but once I get to the presentation I never hear from them. I've had 7 presentations and nailed 1 doctor so far. I would like to know if there are any tips someone can give me or anything I shouldn't say during a presentation. I consider myself a professional but something is lacking. I know my problem is hard to diagnose without sitting in on one of my meetings but a generalization would help. Thank you.

Pay_My_Claims

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Re: I nailed a presentation date now what??
« Reply #1 on: June 12, 2009, 07:00:23 PM »
Have you done any f/u calls to the providers you presented to?

Michele

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Re: I nailed a presentation date now what??
« Reply #2 on: June 13, 2009, 07:36:12 AM »
Actually what we 'sell' is that we don't just send claims and post payments, but that we go after denials, followup all any unpaid claims, and make sure the provider gets paid for ALL of the services he provides.  Anyone can send out claims and post payments, but do they KNOW what they are doing, do they understand billing, are they going to go after every penny that is due.  When they hire you they are hiring an expert, someone who knows the ins and outs of billing and how to get all claims paid, even the difficult ones.  We maximize their receivables, and in a reasonable time frame.  Claims don't sit out there getting old, we begin working anything unpaid as soon as it hits 30 days.  You know they are not getting that in their office. 

Now go out and sell yourself!  (Just kidding, hope that was helpful.  ;) )

Michele
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PMRNC

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Re: I nailed a presentation date now what??
« Reply #3 on: June 13, 2009, 09:29:01 AM »
My advice is not to call it a presentation or even think of it as a presentation. I don't make fancy presentation, I go in and I want to hear all of their headaches, problems, concerns, frustrations. I prefer to let them do most of the talking or even complaining and then I can offer up options to fix things, that always works. I've never gone on an appointment where I didn't get a signed contract. Also if I get a good prospect on the line I will take them to dinner or lunch. I learned to listen to my gut :)
Don't think of it as "selling" think of yourself as a troubleshooter on a mission :)  Works for me. If you want to "leave a presentation on CD, that is fine and often works to have something to leave them with to look at when they are thinking things over.
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

Michele

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Re: I nailed a presentation date now what??
« Reply #4 on: June 13, 2009, 09:18:09 PM »
Linda has some great points.  We actually use that method as well.  Get them talking, let them tell you what's wrong in their office and then tell them how you can fix it, make it better, bring them in more money.  That's what they want to hear.

I got sidetracked when you said "send claims and post payments" because a billing service does .... ohhhh soooooo much more than that.  But Linda is right, nobody likes a salesman.  Don't sell yourself, solve their problem!

Thanks for catching me on that one Linda.

Michele
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billspecial

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Re: I nailed a presentation date now what??
« Reply #5 on: June 14, 2009, 12:46:15 AM »
Thank you all for your very helpful information. To answer the previous question yes, I always do follow up calls and even send thank you cards for their time. Thanks again.

PMRNC

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Re: I nailed a presentation date now what??
« Reply #6 on: June 14, 2009, 08:30:53 AM »
Yes, it's important to always thank the office for the visit. I send a pen/clipboard with my logo and contact info on it as well.
I also forgot to mention when I am trying to obtain that appointment, I always refer to it as setting up a troubleshooting session. For example, I might be speaking with the office manager when following up with her on a mailing I did or maybe they called me. I will say something like this towards the end of our conversation (again, letting them do most of talking)
" I have some time this Friday, why don't we schedule a time for me to come in and we can do a troubleshooting session to see what we can do about those problems".  It sounds so much better than saying " I would like to make an appointment to talk to Dr. Smith about how using our services will save you time and money".  You can also say something like "I have some time on Friday, perhaps Dr. Smith, myself and you can sit down and see how these problems can be quickly resolved."  Or if I have a really good feeling about the practice I might say "What do you say, we get together for dinner and we can put our heads together and see if we can't find a solution for you!" Not many will turn-down a free dinner or even a free chance to get some answers! 

Another strategy I use in a pinch:  There will always be a question that comes up you don't know the answer to, do not lie or make something up (fake it till you make it, is not a good sales strategy in our business) Instead, write down the question and tell them you are going to go to your resources and get them an answer and get back to them. That's much more respectable than misleading them to look good.
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

Michele

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Re: I nailed a presentation date now what??
« Reply #7 on: June 14, 2009, 04:54:11 PM »
"Another strategy I use in a pinch:  There will always be a question that comes up you don't know the answer to, do not lie or make something up (fake it till you make it, is not a good sales strategy in our business) Instead, write down the question and tell them you are going to go to your resources and get them an answer and get back to them. That's much more respectable than misleading them to look good."

ABSOLUTELY, I agree with Linda 100%.  Do NOT make the mistake of answering a question when you do not know the answer.  You will lose all credibility if you are wrong. 

Michele
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billspecial

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Re: I nailed a presentation date now what??
« Reply #8 on: June 16, 2009, 06:00:43 PM »
These are all very helpful suggestions. I'll let you guys know how it goes.Thank you

PMRNC

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Re: I nailed a presentation date now what??
« Reply #9 on: June 21, 2009, 09:52:14 AM »
Ok, I admit I only glossed over that link, but now having further read it.  It's not a case it's a "petition of the court" the provider had done. In reading it through I get the impression the provider retained permission based on two key things..
the office space and the idea they would have a "cap" in place.
This was obviously the right thing to do for the provider and I would think any provider in one of those states could do the same thing and petition the court for an exception.  (billing company better be worth it huh?) I'm thinking if they were just an outsourced billing company the provider would not really have gone through all that trouble and expense.
that's my opinion.

Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

Pay_My_Claims

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Re: I nailed a presentation date now what??
« Reply #10 on: June 21, 2009, 01:54:57 PM »
Ok, I admit I only glossed over that link, but now having further read it.  It's not a case it's a "petition of the court" the provider had done. In reading it through I get the impression the provider retained permission based on two key things..
the office space and the idea they would have a "cap" in place.
This was obviously the right thing to do for the provider and I would think any provider in one of those states could do the same thing and petition the court for an exception.  (billing company better be worth it huh?) I'm thinking if they were just an outsourced billing company the provider would not really have gone through all that trouble and expense.
that's my opinion.



Yes, that was something that kinda stuck out to me. They supplied the office space, cleaning services etc. They were called a management company. Did you see how much they made??? 50%!!!

PMRNC

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Re: I nailed a presentation date now what??
« Reply #11 on: June 21, 2009, 03:14:40 PM »
Ok, this is really weird..why are replies being put in wrong folder??
I know I responded to the right folder.. Ijust hit reply but this is second time a post came up in a different thread?  ??? ??? ??? ???
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

Pay_My_Claims

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Re: I nailed a presentation date now what??
« Reply #12 on: June 21, 2009, 05:31:15 PM »
LOL, I saw them and said hummm what is Linda doing, but I just replied to wherever you posted...

PMRNC

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Re: I nailed a presentation date now what??
« Reply #13 on: June 21, 2009, 08:03:29 PM »
Well  holly moley, I don't know whats up with that..  I know I was in the right topic when I hit reply??  ???
And no.. wasn't drinking.. LOL
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

Pay_My_Claims

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Re: I nailed a presentation date now what??
« Reply #14 on: June 21, 2009, 09:20:38 PM »
lol, maybe the increase in spammers has done something. It is awful this week.