Author Topic: Start up Marketing  (Read 12686 times)

Pay_My_Claims

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Re: Start up Marketing
« Reply #45 on: January 20, 2010, 09:49:59 PM »
Yes, I'm not a fan of Social Media such as facebook or myspace because they are geared towards the youth. If your business is music, or entertainment, thats fine, but other than that...naw. Now bloging etc. I'm ok with that because it does show off your knowledge (or lack of it). I will agree with you both when you say do a separate account.

PMRNC

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Re: Start up Marketing
« Reply #46 on: January 26, 2010, 01:44:42 PM »
Quote
And there is nothing more annoying than someone who uses their personal friends and family to continuously push their business opportunity!  Sorry, pet peeve.  When I login to my personal facebook I am completely turned off by "check out my latest business opportunity".

Had to share!

I agree, which is why I have a separate business facebook and personal page. It actually works both ways because it's annoying to be trying to run a business page and everyone is doing farmville or other things NOT business related.
I do like facebook though because aside from all the indexing it gets on search engines, it's an "opt in" deal, so those who WANT to see what we are offering or talking about can JOIN or leave. :)   You are all welcome to become a fan on mine :) http://www.facebook.com/PMRNC
Linda Walker
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QueenAlicia

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Re: Start up Marketing
« Reply #47 on: January 26, 2010, 11:26:51 PM »
I am a little scared about office visits and extremely nervous about cold calling.  Previously I was a banker at a well known bank and they would make up cold call on home refiances. loans, credit cards, etc.  It used to make me soooo nervous and I would start sweating and stumble over my words.  I am not ruling it out though.  I am going to try, I want to be successful.  I am going to get the marketing book ofered here soon.  I am so glad that this forum is here for us newbies.

Michele

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Re: Start up Marketing
« Reply #48 on: January 27, 2010, 06:03:59 AM »
Let me tell you a funny story about cold calling.  When Alice and I first started we tried many different methods of marketing - one being cold calling.  We went up and down a street that was loaded with different kinds of providers.  We found we could cover more offices if we split up, so we did.  We would walk up and down and say "You take that one, I got this one."  Many of the offices were in houses.  At one of these the drs name was on a plaque above the door, so I walked in, and found three people sitting at their kitchen table eating lunch.  We all stood there looking at each other for a few awkward moments of silence, the I said "Have a nice day." and I walked out. 

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

Good luck!

Michele
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QueenAlicia

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Re: Start up Marketing
« Reply #49 on: January 27, 2010, 12:56:05 PM »
Thanks Michele for the laugh.  I've decided to give it a try once I send out my other marketing tools.  I will start by doing follow up calls.

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

Thanks everyone for all your great advice.

PMRNC

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Re: Start up Marketing
« Reply #50 on: January 27, 2010, 02:13:24 PM »
My best tip when it comes to cold calling either on the phone OR in person is to make ABSOLUTELY sure you are confident and NOT intimidated. If the doctor or the staff even senses a bit of apprehension or lack of confidence you can hang it up. Here is how I conquered that:  Get out your local phone book. Go straight to the Yellow Pages, look for the really big listings amongst physicians. Big groups, large practices, etc.  Find 3 or 4 of the biggest ones. Call them and start off a discussion with the office manager or billing staff. Choose a hot topic either specific to a carrier in your region, a new coding rule, healthcare reform, HITECH, Red flags (so many to list) and get them to talk. Why are you doing this? Simple, to gain confidence. MOST likely those offices won't be looking to outsource anytime soon, and knowing that is OK because you can let your guard down and use that as practice for when you call the smaller offices. Try not to be a salesperson. Doctors deal with pushy pharmaceutical reps all the time. The goal with cold calling is to get them just interested enough for you to come in and talk.  Do away with such words such as presentation, demo's, etc. Talk to them like you know what they want at the end of the day.. a nice big deposit slip! Offer to come in with lunch and do a round table discussion, let them choose the topic and you be the expert. I promise it works!
Linda Walker
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Alice Scott

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Re: Start up Marketing
« Reply #51 on: January 28, 2010, 05:19:31 AM »
Great advice Linda!
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Alice Scott

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Re: Start up Marketing
« Reply #52 on: January 28, 2010, 05:21:43 AM »
True story!  I still almost wet my pants laughing, remembering the look on Michele's face. 
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Michele

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Re: Start up Marketing
« Reply #53 on: January 28, 2010, 07:03:00 AM »
In most offices it is almost impossible to get past the office manager to get to the dr.  Linda's advice is great.  Pick a hot topic, call and get them engaged in conversation.  If you can find an area they are having problems with, and offer a solution, the office manager will gladly get you set up with the dr.

Michele
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PMRNC

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Re: Start up Marketing
« Reply #54 on: February 03, 2010, 08:46:08 PM »
I've never even attempted to get past the gatekeeper, I need them!!
Linda Walker
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Meli

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Re: Start up Marketing
« Reply #55 on: February 04, 2010, 03:51:34 PM »
OK all, speaking of gatekeepers, I have a meeting on Monday with a potential new client.  The meeting is with the office director and this is a sonographic imaging office.  Any advice?  Are there any hot topics anyone can share that I can prepare myself with before the meeting?

By the way.  I sent a brochure to this office in October 09, parking in front of their window (with my car decals visible with my company information) a few weeks later while visiting a client in the same building.  I received a phone call requesting a quote a few weeks later.  Sent the quote and heard nothing else.  I followed up with them right before Christmas with no response.  In January I sent a Happy New Year card with a 2010 calendar including all my information again.  STILL NOTHING. Monday of this week I revised the original proposal and applied a new client discount and sent it to them.  MY PHONE FINALLY RANG TODAY!  Just wanted to share that I REALLY want this business.   ;D
« Last Edit: February 04, 2010, 03:54:56 PM by Mainstream Services Inc. »
Melissa Turner, CPMB
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Michele

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Re: Start up Marketing
« Reply #56 on: February 04, 2010, 04:20:35 PM »
Persistence paid off!  Sounds like you handled it well.

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

Best of Luck!

Michele
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