Author Topic: Advice for getting a client  (Read 3890 times)

laceyx08

  • Jr. Member
  • **
  • Posts: 59
Advice for getting a client
« on: July 25, 2011, 11:22:19 AM »
Hi,
My husband I and I got a big lead for a client. A doctor's biller walked out on him and apparently he had been talking about outsourcing before. So we jumped on it. My husband called the office and gave the office manager the shpeel. She said she would talk to the doctor and see if this is something he is interested in and call us back. I guess I just want advice as to how long we should wait for her to call and what we should do. Should we call again or go up to the office or what?

Thank you

Michele

  • Global Moderator
  • Hero Member
  • *****
  • Posts: 4741
    • Solutions Medical Billing
Re: Advice for getting a client
« Reply #1 on: July 25, 2011, 05:20:49 PM »
Where did you get the lead from?  Can they give you any other tips?  Such as, what time does the dr arrive at the office?  Does he/she come in early (before patients arrive)?  The reason I ask is that we had a similar lead once, and we knew he came in at 7:45 but patients didn't come till 8:15-8:30.  We came in one morning early with a tray of goodies, and talked directly to him.  It sounds like you need to give him the shpeel, not that you want to avoid the office manager.  In our case we were purposely avoiding the office manager because our inside info warned us she was the problem and the dr knew it.  In most situations you want the OM on your side.  But you certainly can butter her up too.  Especially if your inside info can tell you something they like, bagels, doughnuts, candy?  Stopping in with a gift, and showing them you are a real person, not a strange being with two heads may really help. 

Otherwise I would give her just a couple of days and call back.  They will need to make a decision soon.

Good luck!
Sign Up for our FREE Medical Billing Newsletter
Get a 10% discount on Medical Billing Products by using Coupon Code: 10OFF
http://www.solutions-medical-billing.com

laceyx08

  • Jr. Member
  • **
  • Posts: 59
Re: Advice for getting a client
« Reply #2 on: July 25, 2011, 06:07:31 PM »
thanks michele that's good advice. out of curiosity, did you end up getting him to sign up?

Michele

  • Global Moderator
  • Hero Member
  • *****
  • Posts: 4741
    • Solutions Medical Billing
Re: Advice for getting a client
« Reply #3 on: July 26, 2011, 07:29:32 AM »
Yes, but if you read my blog post you'll see it wasn't the best.

http://solutionsmedicalbilling.wordpress.com/2011/07/20/providers-come-and-go/

You have to view the comments to see our story.

Of course a big part of that was that the OM didn't like us, which is why I say don't go around them.  However, this office was one of the most dysfunctional ones I have EVER seen!  We did bill for them for a couple years and it was good money, but a lot of headaches and extra work.  The experience was priceless.
Sign Up for our FREE Medical Billing Newsletter
Get a 10% discount on Medical Billing Products by using Coupon Code: 10OFF
http://www.solutions-medical-billing.com

laceyx08

  • Jr. Member
  • **
  • Posts: 59
Re: Advice for getting a client
« Reply #4 on: July 26, 2011, 12:18:23 PM »
Well we took your advice and my husband went in this morning with a big box of donuts. Apparently the office manager was really nice but he still wasn't able to get in to see the doctor. Now I don't know what to do from here.

Michele

  • Global Moderator
  • Hero Member
  • *****
  • Posts: 4741
    • Solutions Medical Billing
Re: Advice for getting a client
« Reply #5 on: July 26, 2011, 01:55:05 PM »
Did the OM tell your husband whether or not they had spoken to the dr about your service?
Sign Up for our FREE Medical Billing Newsletter
Get a 10% discount on Medical Billing Products by using Coupon Code: 10OFF
http://www.solutions-medical-billing.com

laceyx08

  • Jr. Member
  • **
  • Posts: 59
Re: Advice for getting a client
« Reply #6 on: July 26, 2011, 02:02:10 PM »
He said he thinks she didnt but she also said she thinks he wants someone in the office

Michele

  • Global Moderator
  • Hero Member
  • *****
  • Posts: 4741
    • Solutions Medical Billing
Re: Advice for getting a client
« Reply #7 on: July 27, 2011, 10:48:32 AM »
I would have said something like "I know a lot of physicians feel more comfortable keeping the billing in the office but I would really appreciate if he would just consider sitting down with me for 10 minutes - no pressure whatsoever - so I could just explain how it works with me.  Many times they are just not familiar with how it works, or they've heard a horror story from someone.  I don't want to put any pressure on him, just give him some info so he can make an informed decision.  I'm not pushy, if it won't work for him, then it won't work for me either so I don't want to force something that isn't a good fit.  But I would love the chance to at least be able to show him a few things.  I am real brief and I could come in at his convenience."

Sign Up for our FREE Medical Billing Newsletter
Get a 10% discount on Medical Billing Products by using Coupon Code: 10OFF
http://www.solutions-medical-billing.com

PMRNC

  • Hero Member
  • *****
  • Posts: 4236
    • One Stop Resources & Networking for Medical Billers
Re: Advice for getting a client
« Reply #8 on: July 27, 2011, 02:24:51 PM »
I have to add something to this... when you do get to speak with someone, even the office manger.. I would WANT to know why that biller walked out.. to me..where there is smoke there is fire. If you look at MOST doctors offices, when you go in, the staff is usually the same staff that's always been there. They are really not known for their turn-over with staff..Not generally that is.  If I am talking to a client who had fired someone or someone had left, I try to find out why, it really helps. I have taken on clients that were nothing more but headaches and the red flags were there and I didn't see them, now I am more careful and cautious.
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

laceyx08

  • Jr. Member
  • **
  • Posts: 59
Re: Advice for getting a client
« Reply #9 on: July 27, 2011, 03:34:43 PM »
Yeah that's true. She didn't walk out because of the doctor. I guess it was the receptionist who made her mad. She kept trying to talk to the doctor but he wouldn't do anything about it. Apparently the receptionist would never answer the phone and expected her to do it. And one day when the phone was ringing, the receptionist actually yelled at her "answer the phone!" So she got fed up and walked out. But, I called before I got to read these and she told me the doctor is not interested he wants to keep the billing in the office. Wish I would have seen what you said before Michele. Now we're back to square one.

laceyx08

  • Jr. Member
  • **
  • Posts: 59
Re: Advice for getting a client
« Reply #10 on: July 27, 2011, 10:53:08 PM »
I left a message for a psychologist today that is right down the road from me. I'm guessing he doesn't have anyone doing his billing because he is a very tiny office and his office phone is also his cell phone. Any advice on what I should do from here? Should I wait a little while for him to call back, or should I go in his office? I was thinking about going in his office Friday with some doughnuts but I want to do this right this time lol.

Michele

  • Global Moderator
  • Hero Member
  • *****
  • Posts: 4741
    • Solutions Medical Billing
Re: Advice for getting a client
« Reply #11 on: July 28, 2011, 07:43:27 AM »
Very good point Linda.  I totally missed that!  Good for future though.

On the psychologist, maybe a little candy dish would be better.  1 Guy can only eat so many doughnuts in a day!  LOL  You can pick up a cheap dish at the dollar store, or even a nice plastic dish works.  If you've left a message, I would wait a couple days then drop off the candy dish with a brochure or something.

Back to the first one though, it might be worth sending a "thank you" card saying thanks for taking the time to speak to me.  Then add the part below.  Maybe something like "I know the dr would like to keep the billing in house, but if he would like to just get a little information on how my service works in case he has trouble finding someone or would just like to know more before making a final decision I would be happy to meet with him very briefly (they are all afraid you'll take an hour of their time!) to just give him some information."

« Last Edit: July 28, 2011, 07:46:19 AM by Michele »
Sign Up for our FREE Medical Billing Newsletter
Get a 10% discount on Medical Billing Products by using Coupon Code: 10OFF
http://www.solutions-medical-billing.com

PMRNC

  • Hero Member
  • *****
  • Posts: 4236
    • One Stop Resources & Networking for Medical Billers
Re: Advice for getting a client
« Reply #12 on: July 28, 2011, 10:04:03 AM »
When you call those really small mental health providers, note the time you are calling and try back in a day or so only try and call about 5-10 min to the hour, therapy sessions on the average run about 45-50 min and small provider's with no receptionist will answer their phones in between visits.. SOMETIMES.. if not try calling at the end of the business day or around 8 am. When and if you do make contact with the provider on the phone be sure to note that time you called as it could be a good time for a visit if you need to go there. Many of these small providers with no office staff also work from home/home offices as well.  They are not as an easy sell anymore as they used to be because they have learned to like simple.. I had one I pursued for a few days that did everything on paper and was quite happy doing so. He saw 10-15 patient's per day 4 times a week and did not do any insurance, he humored me and we sat down to talk and I left there knowing I made a good connection but he seriously didn't need me, he had NOT one patient who ran a balance with him, his A/R was ZERO. I know.. I know... I left there thinking he should work for me. LOL

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

laceyx08

  • Jr. Member
  • **
  • Posts: 59
Re: Advice for getting a client
« Reply #13 on: July 28, 2011, 02:44:01 PM »
Thanks guys. I was thinking I may possibly have a shot with this guy but I was doing more research on him online and according to a website he only takes BCBS. So I have a feeling he may not be interested.

billingandscanning

  • Jr. Member
  • **
  • Posts: 68
Re: Advice for getting a client
« Reply #14 on: July 28, 2011, 04:38:12 PM »
I have a doctors office that I called and spoke to the office manager, very good conversation about their billing. I explained to her the years if experience that I have that I am a new billing company. She was asking me about my rates and I gave them to her. She asked me if I can send her information about my company, so she could present it to the doctor, which I did. I followed up with her a week later to see if she go the info that I had sent and she said she did and discussed it with the doctor and he was ver interested. She said that she is currently in a contract with a billing company, but would be in touch within a few months. Should I follow up with her? If so how long should I wait ro call her back, or should I wait for her to call me?