Author Topic: What do I say once I get a practice on the phone...  (Read 3388 times)

meagnash

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What do I say once I get a practice on the phone...
« on: July 13, 2012, 02:22:23 PM »
I have been trying to start my own medical billing business since March..Ive got everything in order (name,reg with state, bus cards,etc)..but when it comes to the marketing I am not doing well. I know the rule is to just keep trying, but I dont know what to do. I email,give out business cards, and now im on to cold calling. I dont know what to say to the practices once I get the one the phone. I want to say just the right thing so that I get their attention. I also want them to want to stay on the phone and potentially set up a face to face interview..any suggestions?? :(

PMRNC

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Re: What do I say once I get a practice on the phone...
« Reply #1 on: July 13, 2012, 05:04:11 PM »
My first rule is to never try and bypass the office manager. I always ask to speak with the office manager or person in charge of billing/claims. Once I have them on the phone I am usually right to the point and ask them if I can sit down with them for 30 min to show them how I can make better use of their time. I also tell them I'm open to allowing them to bring to the table some of their most challenging claims or problems.  I then also offer to fax them a copy of my resume and I always tell them my experience having worked for insurance carriers. You have to try and sell your strongest points right off the bat.  Sweeten the deal by offering to bring in Lunch/pizza, sandwiches etc.  I one time did a chocolate fest where I met with a practice (now client) and treated the office to a bunch of chocolate goodies, the meeting was at 3:30 so it was the perfect time :) They loved it, the 2 doctors even broke away to get some goodies and ask questions. I left them a contract to which they signed the next day.   Also you have to think outside the box, while I won't say don't cold-call make sure you don't stop the other marketing techniques and also try other things. Go to seminar's where you can pass out your card and even some will let you setup a table, send out invitations and invite a few office managers to a round table discussion, many of your local hotel's will rent out a room pretty reasonable. Make it by invite only and offer a free gift of sorts for attendance.  Get pen's, clipboards, cups and other novelty items with your business name and phone number on them, you never know when someone will recall it later on! Don't forget to have a website done as well, social media is great and so is newsletter marketing.   Think outside the box :)
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

meagnash

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Re: What do I say once I get a practice on the phone...
« Reply #2 on: July 17, 2012, 06:54:34 AM »
Thanks so much! I am going to start the cold calling :)

meagnash

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Re: What do I say once I get a practice on the phone...
« Reply #3 on: July 17, 2012, 06:55:23 AM »
Also, so far I just google to get my list of offices to call.. any search suggestions on how to find a list of specific practices?

DMK

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Re: What do I say once I get a practice on the phone...
« Reply #4 on: July 17, 2012, 10:22:04 AM »
Depending on the specialty you're trying to focus on (if any) you can go to your state board and get a list of licensed doctors and their current addresses and phone numbers.  The internet is NOT always up to date.  Many listings and reviews are put on their by companies trying to get the doctors to use their website companies and are not updated.


meagnash

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Re: What do I say once I get a practice on the phone...
« Reply #5 on: July 17, 2012, 03:06:15 PM »
Ok great I will do that! Do they charge for the list?

DMK

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Re: What do I say once I get a practice on the phone...
« Reply #6 on: July 18, 2012, 10:35:37 AM »
No, it's a matter of public information.  This is a way for the public to make sure the doctor is licensed and has no disciplinary actions against them.  (Handy for you too!)

PMRNC

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Re: What do I say once I get a practice on the phone...
« Reply #7 on: July 18, 2012, 10:56:19 AM »
Just be careful with sources like that.. one time I called a provider and it ended up to be his home and he was NONE to pleased. Verify the information using a few different sources. Years ago (still can it's just not as useful) we could write Medicare under the Freedom of Information Act and get a listing of all providers not filing electronic (remember those good ol days?)  even those lists were not such great sources. Now there are mailing list companies and it's the same thing you have to be careful about where you are calling.

Here's how I got a client once (small pediatrician's office)   I was scanning the obituaries looking for funeral services for a friend of my sisters, one popped up where it said she was a loved mother, wife and "trusted, loyal office manager".   The next day I looked up the providers office from the obituary and contacted them with my condolences and that led to an urgent meeting setup for THAT afternoon and I left an hour and half later with a signed contract. To thank him, I took her picture and had it blown up with a frame and plaque in her honor to hang in his office. I don't do his billing anymore since I've moved, he needed a lot of hand holding but I still do all his consulting and now he's in a practice with 4 other pediatricians and I do all their office policies, procedures, compliance manuals, etc. He's referred me to several offices over the past few years.    YA NEVER KNOW where your next client will come from :)
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: What do I say once I get a practice on the phone...
« Reply #8 on: July 19, 2012, 11:02:38 AM »
Wow!  I thought Alice was creative but that's a new one to me.  I'm going to have to pay closer attention to the obituaries. 
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ellie

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Re: What do I say once I get a practice on the phone...
« Reply #9 on: July 30, 2012, 09:47:56 PM »
Do you find that physicians are not wanting to outsource ?

Michele

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Re: What do I say once I get a practice on the phone...
« Reply #10 on: July 31, 2012, 07:27:17 AM »
I don't feel that way.
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QueenAlicia

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Re: What do I say once I get a practice on the phone...
« Reply #11 on: August 01, 2012, 12:49:53 AM »
I think they want to outsource but many of them (not all) are cheap and don't want to pay for your time just a percentage of what you work for.

Many will try to talk you down and persuade you to charge them what they want you to pay because they know that the home based biller is not becoming popular and many will charge for cheap just to get a provider.

Michele

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Re: What do I say once I get a practice on the phone...
« Reply #12 on: August 05, 2012, 07:05:09 AM »
I don't mess with the ones that try to talk me down.  It usually is a sign that they will be difficult to work with and they may not pay timely.  Ask them if they negotiate with patients for their services.   ;)
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QueenAlicia

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Re: What do I say once I get a practice on the phone...
« Reply #13 on: August 06, 2012, 12:57:37 PM »
Yes, now I don't even bother with those. Especially when they want a quote over the phone right away and then tell you that you are to high.