Marketing New Medical Billing Company

[SnyderKristine]

I can answer that in 4 words: "Pick Up The Phone" It's not very fun sometimes, but if you have unlimited long distance phone service, get on yellowpages.com and start cold calling.

That's so true. I am really scared about picking up the phone. But I would come over that soon. Any idea what would be ideal sales pitch or script.
This is a second question.

The first question would be where will I get the apt data for cold calling. Do you think Yellow pages would be enough??

Thanks in advance WilliamPortor. Looking forward to your assistance.

[SnyderKristine]

What I did was go through the phone book and started by calling the largest offices I could find ..by the time I got to the smaller ones, I was feeling pretty confident!

I think I will stick to this advice. A very good idea indeed.

OH .. and the biggest mistake people make when calling is trying to get around the office manager and insisting or leaving the message for the physician. Not going to happen.. that's why they are called the "gate keepers".  If you can get them to talk, complain, or find some common ground of conversation you will get an in. Remember to always include them and NOT try to bypass them or they will see you as a threat.

Please don't mind me asking this, but I was wondering who would be the best person to talk in case of provider's office. In most cases I guess the receptionist will pick up the phone.

Please help on how should I introduce myself and how should I introduce my services.

Too many questions 

[SnyderKristine]

When we started, we partnered with an established company and used their references, until we developed our own.

I was wondering about how will I give references to my prospects. I was doing a job and even though I do have good relations with some clients, but using them as reference would be not fair in the eyes of my last employer.

Is it possible to share references of an established company. How does it work? Please advice tallmanusa.

Would you share with me 

[Merry]

So that I am not confused.  Are you looking for resources to get lists of providers so that you can market to? 

[PMRNC]

I never plan my cold calls. I don't script them nor do I think too much about what I'm going to say as when I do that I tend to get jumbled. I will make attempts to get to the office manager or "person in charge of billing". MOST times I can get right through. I also am very careful not to sound to salesmany.. (probably not a word). I believe when you give you get so I like to call with a topic, be it the affordable care act, collecting the higher copay's due to the exchange plans, etc. I will also ask them if I can mail them additional information. MOST times the office manager is so glad to be in the loop and not have you go behind their back they are pretty cooperative! Many times I can get them talking, the whole while I'm taking notes. I will also ask them if I can come in and sit down with them and go over any problems they have. I'm sure others can chime in with their calling techniques.

I was wondering about how will I give references to my prospects. I was doing a job and even though I do have good relations with some clients, but using them as reference would be not fair in the eyes of my last employer.

Were you working for a billing company? Would they be willing to be your reference?  When I started out I was working full time at an insurance company, I've talked to many doctors offices over the years and was able to retain some references there and also with the first client I ever had. I too believe references are important but there are many times you hit that brick wall where you can't get experience and the reference if no one gives you that first shot. That first client can be somewhat difficult to land but once you do the reference means a lot. Just keep in mind what I said.. getting the client is the easiest part I'm afraid. Keeping them is another story.

[SnyderKristine]

So that I am not confused.  Are you looking for resources to get lists of providers so that you can market to?

Yes, Exactly.

[SnyderKristine]

Thanks Linda.

I think I would use that advice and try to initiate a conversation with the Office Manager. I have also dropped an email about my amusement with the Medical book I purchased. Please see if you can help me with that.

One last thing I would need your opinion on:
I think the most engaging topic for now would be Obamacare or the ICD-10 change coming up. Any suggestions around these topics of how I can initiate a conversation? A sentence or two for conversation starter would be appreciated.

xoxo

[Michele]

I would use the ICD10.  Maybe something like:  "I was calling to see if you are prepared for the upcoming switch from ICD9s to ICD10s.   Maybe I could come in and give you some assistance.  I have several helpful tools and can make some suggestions for your office."

Of course you would have to have tools and suggestions.  Things like some of the free online conversion tools, and ideas on making cheat sheets, etc.

[Michele]

When we started, we partnered with an established company and used their references, until we developed our own.

I was wondering about how will I give references to my prospects. I was doing a job and even though I do have good relations with some clients, but using them as reference would be not fair in the eyes of my last employer.

Is it possible to share references of an established company. How does it work? Please advice tallmanusa.

Would you share with me 

I do not know how tallmanusa did it, but if you have a good relationship with your previous employer and they are not upset about your current situation, then you could ask them if it would be ok to use some of the accounts you worked on and had a relationship with for references.

[SnyderKristine]

I finally gathered some courage and started cold calling some provider's office. Only two calls and I was frozen.
In one case I could get the Office Manager but that didn't worked well, the moment I said "We provide Medical Billing Solutions", she said "NO NO NO" and hunged up.
And then the second I was transferred to a voice message, and I was completely blank as to what should I say??

Please help me in drafting a innovative and catchy script so that people just don't hang up on me

[Michele]

Everyone is different.  You must find what works for you.  Alice and I ALWAYS script out what we will say AND role play to make ourselves comfortable.  I know that doesn't work for everybody but it does for us. 

One thing is don't start off with "We are a Billing Service"  or "We do billing".  Try to get them talking.  Something more like "I was just calling to see if you are all set for the new ICD10 diagnosis codes.  If not I would be happy to come in and go over some things you might do to prepare."  The only problem with this approach is that you aren't letting them know what you are really calling for so you may end up going to some appointments that are a waste of time.  But even those who do need it don't usually admit it. 

Another approach we sometimes do is to say we would like to come in and do a free analysis of their current system.

Hope that helps!

[SnyderKristine]

That's a very good idea. I would try to role play this with one my colleague to see if it works for me.

But this would restrict me from targeting practices located far away from my place. What about practices in different states??

[Michele]

Yeah, we obviously only offer that with local offices and Hawaii.  JK.  Local offices only. We do bill for out of state providers but our marketing for them is online or referrals.  You will only be able to offer going in to the local offices.  But you could consider developing a Power Point and do a live gotomeeting but it may be harder not being right in front of them.

[SnyderKristine]

So I should basically focus on targeting local providers only.

What do you think would be a good number of cold calling everyday, to keep the business in pace and start off soon.

I  do have the presentation and graphics in place, what takes me back is the fear of being rejected and that would bring my morale down....

[PMRNC]

Don't put the cart before the horse, I always did my direct mail and internet marketing ALONG with the cold calling and even some walk in's. If you are only doing cold calls you will get frustrated quickly. EXPAND your marketing with direct mail, internet, media, anything.. one solution does not fit all and is too limiting. Start out with a 500 piece mailer, follow up on 25 of those pieces in a week, utilize brochures, flyers, letters, presentation packets, invitations for a sit down, etc.
Don't rely on ONE method.

I'm also a firm believer that it really does take money to make money. When I find a potential client I think is worth the effort, I will invite them to lunch or dinner.

I tend to hang up on telemarketers using a script as you can hear it right away. Yes it does take quite a few NO's and hang-up's before you begin to see results and make contacts. Remember that not all good conversations will lead to a YES but they do lead to a CONTACT. If you come across an office who speaks with you but doesn't really need your services, ask them if they will refer you to another provider who might. Don't take all NO's to mean NO.   Think outside the box as I was always told. That has always worked for me.  Offices also love freebies, coffee mugs, clipboards, magnets, pens, etc.. don't be afraid to do what pharmaceutical reps do.. they get in the door