Author Topic: Marketing New Medical Billing Company  (Read 18868 times)

SnyderKristine

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Re: Marketing New Medical Billing Company
« Reply #45 on: March 04, 2014, 12:14:48 PM »
Thanks Michelle: Role playing really helps.

Thanks a lot Mr. William Portor: the script was also really helpful....

How consistent should I be in calling. I do cold calling for 3 hours, and then the next day I don't feel like doing, specially I have a client who wants to have a follow up meeting...

PMRNC

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Re: Marketing New Medical Billing Company
« Reply #46 on: March 04, 2014, 12:22:57 PM »
Quote
How consistent should I be in calling. I do cold calling for 3 hours, and then the next day I don't feel like doing, specially I have a client who wants to have a follow up meeting...

I'm not sure I follow...

You want to call and follow up on all your mailings. You can do random cold calls but I prefer to be able to open up with telling a practice that I sent them information on such and such a date and I'm calling to follow up...

I'm still of the old school where it does take money to make money and I know that. .no matter what. I will invite a good prospect out to dinner, I will bring in lunch if I have to. If you get a potential client that looks good.. you want to show them you are serious. The bigger companies are out there taking them for big $$ dinners and such. You have to find a way to compete while saving your marketing budget.

I'm standing by what I said with scripts. I just prefer to be myself.. Of course I have an idea in my head, I have a conversation opener ready to go but I won't use a script. I'll take notes, look at notes but no script. I've hung up on too many companies calling using a script. I don't' have time to listen to them and neither do medical providers. JMHO
Linda Walker
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williamportor

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Re: Marketing New Medical Billing Company
« Reply #47 on: March 11, 2014, 10:44:13 AM »
Hello- Just my opinion, but as I said in my e mail "be consistent"! Better to prospect 1-2 hrs. a day Mon-Fri, than 3 hrs on Monday then do nothing for the rest of the week. Go to your follow up meeting of course, but remember your phone prospecting and lead follow up can be just as important, so don't neglect them.  Motivation...well, think of it this way. If you were working for an employer, would your boss ask if you "felt like doing your job today?" Answer: NO. You'd be expected to do it, or they'd find someone who would. You need to develop this mindset. You're trying to build a business, and that will only happen with consistent effort. You don't need 65 hr. work weeks, but you do need consistent work habits. :)

Thanks Michelle: Role playing really helps.

Thanks a lot Mr. William Portor: the script was also really helpful....

How consistent should I be in calling. I do cold calling for 3 hours, and then the next day I don't feel like doing, specially I have a client who wants to have a follow up meeting...
« Last Edit: March 11, 2014, 08:08:46 PM by williamportor »

williamportor

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Re: Marketing New Medical Billing Company
« Reply #48 on: March 11, 2014, 08:17:55 PM »
Hello- Just my opinion, but as I said in my e mail "be consistent"! It's up to you wether or not you decide to use a script, but it's better to prospect 1-2 hrs. a day Mon-Fri, than 3 hrs on Monday then do nothing for the rest of the week. Go to your follow up meeting of course, but remember your phone prospecting and lead follow up can be just as important, so don't neglect them.  Motivation...well, think of it this way. If you were working for an employer, would your boss ask if you "felt like doing your job today?" Answer: NO. You'd be expected to do it, or they'd find someone who would. You need to develop this mindset. You're trying to build a business, and that will only happen with consistent effort. You don't need 65 hr. work weeks, but you do need consistent work habits. :)

Thanks Michelle: Role playing really helps.

Thanks a lot Mr. William Portor: the script was also really helpful....

How consistent should I be in calling. I do cold calling for 3 hours, and then the next day I don't feel like doing, specially I have a client who wants to have a follow up meeting...

SnyderKristine

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Re: Marketing New Medical Billing Company
« Reply #49 on: March 12, 2014, 06:45:52 PM »
Thanks William.

I am following your advice and trying to be consistent. Infact I did manage to get some warm leads, but this is kind of strange.

I had three or four people interested in the services, after two or three phone conversations, they asked about pricing, and then they don't turn up. Bad luck may be, but I am really surprised.

Any idea about what kind of people should I target. And where will I get the data from.

Merry

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Re: Marketing New Medical Billing Company
« Reply #50 on: March 12, 2014, 09:51:09 PM »
Are you giving prices over the phone? What are you telling them when you ask. I find it difficult to quote a price until you get a handle on what you will be doing and the condition of the office.

tallmanusa

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Re: Marketing New Medical Billing Company
« Reply #51 on: March 13, 2014, 08:49:35 AM »
Quote

I had three or four people interested in the services, after two or three phone conversations, they asked about pricing, and then they don't turn up. Bad luck may be, but I am really surprised.

Where is the surprise?

Anyone was interested at all would be a surprise. When you cold call , all you get is VM, you can leave messages, nobody ever calls back.

If and when you connect with a live person, they are interested in only two things.

Price, and major companies are giving them low prices and software at no charge.

The second is quality, they want references. Your self recommendation is worthless, they have heard it all before.

So you think they should be interested in a no name company with higher prices, and no references?

Michele

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Re: Marketing New Medical Billing Company
« Reply #52 on: March 13, 2014, 09:02:13 AM »


Price, and major companies are giving them low prices and software at no charge.

The second is quality, they want references.



In my experience, and I've been doing this for  years, this is true, they are interested in price and quality.  However, with price, I tell them "you get what you pay for" which is true.  I may be higher than some of the other companies out there but they are not just a number with me.  I make sure I collect on EVERYTHING that they should be collecting on.  Most providers income jumps dramatically when they switch over to me because they were leaving a lot of uncollected claims behind.  I can't do the detailed job that I do for less.  And as for software, most providers already have it.  They never ask me for software.  If they do, I help them find one for their needs, and yes, sometimes that is a free option.  If their needs can be met with the free option there is nothing wrong with that. 

(Tallmanusa - I'm not implying you do not do a good job, I have never met you or seen anything to indicate either way.  Just saying in our experience the larger and cheaper companies do not come close to the experience and detail we give to an account.)

We had an account come to us from billing in house and increase over double without seeing any extra patients.  Their girl was not doing a good job at all.  After a couple years they switched to another slightly cheaper service and dropped 40%.   
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SnyderKristine

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Re: Marketing New Medical Billing Company
« Reply #53 on: March 13, 2014, 10:51:20 AM »
Are you giving prices over the phone? What are you telling them when you ask. I find it difficult to quote a price until you get a handle on what you will be doing and the condition of the office.

Well, in the second or third phone call, they ask me for prices, and I have to give it to them. I ask them a few questions but then end up sharing my basic package I have designed that list my services and prices for them.

Actually I am right now approaching Big Medical Billing Companies if they would be interested in channeling out some work.

What do you guys think about it? I was just giving it a try, so that I have something to start off.

SnyderKristine

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Re: Marketing New Medical Billing Company
« Reply #54 on: March 13, 2014, 10:55:22 AM »
Quote

Anyone was interested at all would be a surprise. When you cold call , all you get is VM, you can leave messages, nobody ever calls back.

If and when you connect with a live person, they are interested in only two things.

Price, and major companies are giving them low prices and software at no charge.

The second is quality, they want references. Your self recommendation is worthless, they have heard it all before.

So you think they should be interested in a no name company with higher prices, and no references?


What should I go around with then? I need my first client to take off, and I am trying hard to tap all the resources I can?

Cold calling is the most talked about marketing technique, what do you say?

What worked for you for the first time, please share? I am in real need of some straight forward advice, if you dont mind sharing?

SnyderKristine

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Re: Marketing New Medical Billing Company
« Reply #55 on: March 13, 2014, 11:01:40 AM »
[
In my experience, and I've been doing this for  years, this is true, they are interested in price and quality.  However, with price, I tell them "you get what you pay for" which is true.  I may be higher than some of the other companies out there but they are not just a number with me.  I make sure I collect on EVERYTHING that they should be collecting on.  Most providers income jumps dramatically when they switch over to me because they were leaving a lot of uncollected claims behind.  I can't do the detailed job that I do for less.  And as for software, most providers already have it.  They never ask me for software.  If they do, I help them find one for their needs, and yes, sometimes that is a free option.  If their needs can be met with the free option there is nothing wrong with that. 


I personally believe that I can offer better and personalized services than any big company out there offering medical billing services as an add on service.

Take Kareo for an example: It charges 2.9% for billing services, but it outsource the billing to Indian Companies, is that fair? Almost all the software do that, they definitely don't stand when it comes to personalized and reachable billing services.

But what I am having problem with is WHO should I call, and WHAT should I start with?

I can explain how my services can make their revenue cycle efficient, but HOW do I get to the point of that conversation?

PMRNC

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Re: Marketing New Medical Billing Company
« Reply #56 on: March 13, 2014, 11:15:59 AM »
When I am asked about pricing before even doing a practice analysis and looking at what I'm in for, I always ask this question which sparks an awesome conversation:  "Are you looking at other companies that have given you some pricing".    8 out of 10 times they will tell me yes, upon pressing them a little further with the best intentions in mind you find out, that indeed, offshore companies are on their shopping list. People that's a no brainer!! That's where you get them hook, line and sinker. IT is so easy to educate providers on the risks they take using offshore companies for ONE simple FACT that cannot be debated or disputed.. just ask any competent lawyer:   OFFSHORE COMPANIES HAVE NO LEGAL RESPONSIBILITY OR VENUE to US FEDERAL REGULATIONS.. PERIOD. Once you explain to them very simply that they assume ALL OF THE risk, suddenly their LOW BALL pricing is not so appealing. The other day I was on a Facebook group where the offshore companies were advertising a great salary of $15K a year for Indian billers... even brazen enough to say "Must be male". Can you imagine a company in the U.S. doing such a thing?   Now you will get some that will tell you "But they are HIPAA compliant".. great.. but they don't have to be! AND unless you plan a routine jet ride across the country on a weekly basis you have NO idea of the conditions they are setup with. They are sneaky, over zealous, uncommunicative and literally taking advantage of US based physicians.

MARKET by educating providers on this issue, believe me you will get a good conversation out of it, or send them my way! 
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

Merry

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Re: Marketing New Medical Billing Company
« Reply #57 on: March 13, 2014, 11:18:27 AM »
You may have to talk to 100 people before you get through to the right person. And that "right" person will vary according to the practice. Most practices are busy and don't want to be bothered by "sales" calls. But you have to keep at it.

Merry

SnyderKristine

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Re: Marketing New Medical Billing Company
« Reply #58 on: March 13, 2014, 11:25:56 AM »
The other day I was on a Facebook group where the offshore companies were advertising a great salary of $15K a year for Indian billers... even brazen enough to say "Must be male". Can you imagine a company in the U.S. doing such a thing?

I was reading over it. I read your comments. I don't have any problem with offshore companies, but the ones that hire people like herds and offer poor to no importance to the cruciality of this industry, get on my nerves. I refrain commenting on anything, avoiding getting into a meaningless conversation.

I am into these groups to see if I can find some business.

What do you think Linda: Approaching medical billing companies to see if they are interested in channeling out some work is a good IDEA?

SnyderKristine

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Re: Marketing New Medical Billing Company
« Reply #59 on: March 13, 2014, 11:27:46 AM »
You may have to talk to 100 people before you get through to the right person. And that "right" person will vary according to the practice. Most practices are busy and don't want to be bothered by "sales" calls. But you have to keep at it.

Merry

Yeah, people in the provider's office don't have time to talk at all. That's the reason why I decided to try my luck with Big Medical Billing companies.

Where do I get the data from to cold call?