Author Topic: Hitting a Road Block  (Read 3269 times)

billingbaby

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Hitting a Road Block
« on: April 19, 2011, 11:02:11 PM »
Hi Everyone!  What a great forum!  I am new here so let me give you a bit of background.  I have been a Billing & Collections Manager for 10 years for private practices. I recently moved and have decided to give it a go on my own.  I have a website, marketing flyers, ebrochures, pamphlets, business cards, etc..  Now come the tricky part... how do I get a client?  I have called 200 offices and I just can't seem to get my foot in the door.  I am really a terrible salesperson and hate rejection.  I know I should not take it personally, but it stinks!  I have a hard time trying to sell my services to a receptionist or billing manager who thinks I am trying to take their job and dosen't want to get my information to the doc or key decision maker - or they say they make all the decisions and take my info and throw it out.  I get a lot of "Third Party Billing Services are Awful" and "you can send info to this email address... yayayayay@yahoo.com." ???  The emails are always what I belive to be personal emails.  I beg of you help here. I know I am just starting but does anyone have better ideas of getting a client other than opening a phone book and cold calling - what should I be saying anyway...  I think I may be too syrupy sweet (at least thats what my husband says).  I welcome any advice from you seasoned professionals.

aksharhealth

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Re: Hitting a Road Block
« Reply #1 on: April 20, 2011, 07:06:23 AM »
I know the hardest part of this business is to get client, but is not impossible if we have patience. There are many marketing ideas besides cold calling. I hate cold calling. In this forum you can find many discussions about marketing. Also Michele and Alice have marketing program. To my experience networking and referrals are more effective.

Wish you all success on your path.

Michele

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Re: Hitting a Road Block
« Reply #2 on: April 20, 2011, 07:35:08 AM »
Many have shared great and very creative ideas on this forum.  I would search some of the posts first.  Definitely some ideas away from the traditional cold calling! 

Keep posting too - there are many out here willing to share their experiences.  And one thing we all agree on  is that getting clients, especially the first couple is the hardest!

Chin up - it will come!
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billingbaby

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Re: Hitting a Road Block
« Reply #3 on: April 20, 2011, 09:51:17 AM »
Thank you for your encouragement!  What type of networking do you guys do?  Local business networking meetings, seminars? 

Michele

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Re: Hitting a Road Block
« Reply #4 on: April 21, 2011, 07:43:00 AM »
Any networking is good.  Local health fairs, local business groups, Chamber of Commerce events, Rotary, etc.  Anything you can do to get exposure.
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billingbaby

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Re: Hitting a Road Block
« Reply #5 on: April 21, 2011, 10:18:29 AM »
Michele,

Thank you, do you have any way to find out about seminars, local health fairs, etc...  I am in the heart of a medical "city" and the retirement capital of the world so I think I am in a good position...

Michele

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Re: Hitting a Road Block
« Reply #6 on: April 22, 2011, 07:57:07 AM »
You just have to keep your eyes open.  Usually newspapers will advertise these types of events, but fliers, posters, inserts etc.  You'll be surprised how many you see now that you're looking! 
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sagemb

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Re: Hitting a Road Block
« Reply #7 on: April 24, 2011, 08:39:46 AM »
To the original poster...please dont loose patience. There are dozens of us reading these posts and handful even reply. But most are inthe same boat with you. I for one have a client but in a diff. part of the country. I'm also struggling to get my first local provider and i've been marketing full speed for a little over a month. This will be a combo of thought and bought experience. Ime, cold calls havent worked. Face to face cold walkins were a bit better. Now im going to try chamber of commerce route for networking.

Are there any other ideas that arent mentioned yet?
"Those who preach about making lemonade when life throws lemons your way are the same folks that end up drinking all your lemonade." - Adam Fisher

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PMRNC

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Re: Hitting a Road Block
« Reply #8 on: April 24, 2011, 11:13:22 AM »
Forget the sales approach. I am the WORLDS worst salesperson. I tried to sell PM software a few years back and it was a disaster.. I probably talked more people OUT of the business than made sales!! LOL 
The office manager/gate keeper is someone you need and they are someone you need to befriend and impress upon RIGHT out of the gate.. if you don't, you will lose the prospect. You must think of your services as an "extension" of what's in place at each office.  Flyers, letters, etc only work to put your name in front of provider's. Most of them want to see your experience and your knowledge.  If you have a resume .. USE it, it's invaluable!
Linda Walker
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billingandscanning

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Re: Hitting a Road Block
« Reply #9 on: June 02, 2011, 09:56:45 PM »
I am like many others in these forums. I have done cold calling, sent out my brochure with a letter and my business card attached, and I have also gone out to various offices and dropped of materials for both the doctor and the office manager. My question is with the mailings that I am doing, should I add my resume too? I have given some of my material to friends and former co-workers to get my name out there. How do you approach another billing company, and what do you say? Do you ask if they have any clients that you can help them do the billing for?

Michele

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Re: Hitting a Road Block
« Reply #10 on: June 03, 2011, 09:35:55 AM »
Some billing services will outsource to others, but it's not common.  I would think that local billing services would be apprehensive about doing that, what's to stop you from taking the client?  The marketing part of this business is the hardest part and it's a numbers game.  Unfortunately it takes a lot more 'no's' to get to the 'yes's'.  Discouragement is the biggest reason for failure.  There have been several posts on this forum with some newer ideas.  Maybe you just need to get try some newer marketing techniques to help you stand out in the crowd.

Keep pushing ~ it will come!
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PMRNC

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Re: Hitting a Road Block
« Reply #11 on: June 11, 2011, 07:58:16 AM »
Unfortunately some of marketing comes down to a ROLLING of the dice.. even if you are inexperienced your return rate is going to be the same as an experienced billing company so that means you have to step up your materials. I'm a firm believer in if something doesn't work.. don't just fix it, do something different.  If you are sending out postcards, perhaps you need to give MORE.. if you are sending out resume's, perhaps you shouldn't as that would cause physicians to judge your experience too quickly, if you have experience and have not done resume marketing.. do them! (I had great success with marketing using my resume)    Keep track of all your marketing efforts.. everything,.. who you sent to, did you personalize, did you hand write, etc. I use ACT but there are other contact management software's you can use. Analyze all of your marketing efforts!  Also look at the way your materials look. If you are printing from home, ask yourself if they look good enough, professional enough, if you were the prospect would you notice a difference between something done on a $50 printer vs. mailings done professionally? When I get advertisements in the mail I definitely look at that! To me it says, this company cares about me enough to spend a little dough :)
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

rofakamd

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Re: Hitting a Road Block
« Reply #12 on: June 13, 2011, 04:53:56 PM »
i started out about 5 yrs ago and kept my f/t job. i have now grown to 6 providers.. my biggest and best source of income is my referals! can u get a part time job? with the type of billing you want to do? ie are you looking to specialize or general billing? i only do mental health so my name is out there and when i contact providers many times they know me and will listen and/or give me names of their friends who maybe looking to stop doing their own billing or change companies.   are your prices competitive? doctors are like attorneys when it comes to laying out cash LOL give extra services especially in the begining.
best of luck!