Author Topic: Marketing New Medical Billing Company  (Read 18970 times)

tallmanusa

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Re: Marketing New Medical Billing Company
« Reply #30 on: February 26, 2014, 11:18:20 AM »
Stats are that only one out of 80 calls end up with an " interested " prospect, not necessarily a client.
If he is interested he would say " Send me a link to your website, and three references ".
If you have those, may be worth your time.
If you don't it is an absolute waste.

PMRNC

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Re: Marketing New Medical Billing Company
« Reply #31 on: February 26, 2014, 12:14:49 PM »
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Stats are that only one out of 80 calls end up with an " interested " prospect, not necessarily a client.

Ever take a course on statistics in college? I have .. 2 of them. It's still humorous to me there are courses on this.. but what I took away from my two years of statistics was that statics are based on data (duh.. I know) When you Quote stats.. best to provide a reference to those stats so that people have an idea of WHAT and WHO this data is coming from.  One out of 80? No, don't buy it.. I've made only 10 calls in a day and at least received 3-4 interested responses. Also if you think that SOME interest is a waste of time and expect to "LAND" a client from a phone call you are truly delusional.    A POSITIVE outcome is any outcome that may result in a call back, and not  being hung up on. If you didn't get the appointment on the call ask if you could send them additional information to pass on to other providers.. Let me know how many say "NO".  I won't believe it.

Quote
If he is interested he would say " Send me a link to your website, and three references ".

Never heard that yet as usually the offices I call I have already made an established connection, and if they don't remember, then usually they are interested and ask me to call back, come in or send them additional information. I know a LOT of medical billing companies that don't have a website. I actually don't anymore.. only because I'm too busy to make one and don't need to. I've had the pleasure of mentoring one recent billing company of 2 that gained 4 clients in 2 days without a website, and using traditional marketing methods. I know medical billing companies that started way back when I did in the 90's still going strong and many still don't have a website.   It is hit or miss.. there are no REAL stats. YOU get your clients based on your marketing efforts but you keep them based on your education and knowledge and experience.   

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

SnyderKristine

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Re: Marketing New Medical Billing Company
« Reply #32 on: February 26, 2014, 05:25:56 PM »
Very well said.

I have decided to start up with following marketing strategies:
Cold calling
Reference checks (I am ringing all my friends and families to see if they know any doctor personally)
LinkedIn
Email marketing
Internet Marketing (Social networking sites)
and Mining job portals

Again I have one doubt,

What should my first email look like?
Should I go for a text email with my services and company's introduction OR
Should that be a infographic or email template with lots of images and info.


I am also in process of designing my company brouchure, flyer and teaser. Thanks heaven I know how to create designs :)

SnyderKristine

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Re: Marketing New Medical Billing Company
« Reply #33 on: February 27, 2014, 09:39:38 AM »
What should my first email look like?
Should I go for a text email with my services and company's introduction OR
Should that be a infographic or email template with lots of images and info?

Any expert on email marketing? What out of these do you think will work???

Merry

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Re: Marketing New Medical Billing Company
« Reply #34 on: February 27, 2014, 10:33:47 AM »
Email marketing?  Where are you getting the email list from? Please be aware of laws related to sending emails to people from purchased lists.

SnyderKristine

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Re: Marketing New Medical Billing Company
« Reply #35 on: February 27, 2014, 10:37:53 AM »
No No.. I am not going to send junk emails. I seek permission on my first call and then forward my company's details.

But I always think that plain text emails are less effective than infographics or designer templates. What do you think about this?

And how do you introduce your company for the first time??

Merry

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Re: Marketing New Medical Billing Company
« Reply #36 on: February 27, 2014, 10:42:33 AM »
I would be curious how you get them to give you an email address.  Please share once you have done this and had success. I am not trying to discourage  you at all.  Just curious. 

PMRNC

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Re: Marketing New Medical Billing Company
« Reply #37 on: February 27, 2014, 03:38:46 PM »
The laws on emails are there, however not enforced, If we were able to hold companies accountable for unsolicited emails I'd be pretty happy though it would take too much  time to report them all. Now unsolicited faxes.. NO NO NO. :)

I've NEVER done email marketing in my life and don't plan to.. JMHO. completely ineffective for this industry in my opinion. Instead of email, why not do a newsletter on your website with an OPT in or let them download it. Pro's to having them opt in using newsletter service is that you can respect their terms in receiving it, and you can keep track of collected emails. Use a good newsletter marketing company like Constant Contact  (www.constantcontact.com). Not only can you do a lot with a newsletter but you make a commitment to your potential market, you get to control how much FREE info you give out and at same time you can introduce yourself, your business and show off your education and experience. WIN WIN.  The downside if you put up for download is that unless you have a good website hosting company with impeccable stats and require an email address you won't be able to track. Even so a lot of times if people want to collect too much information for a free dowload, most won't bother.  Spend the few bucks a month and do it right. I believe you can do free with Constant Contact up until you hit a certain number. :)
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

AnthonyMBA

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Re: Marketing New Medical Billing Company
« Reply #38 on: February 27, 2014, 06:52:32 PM »
So that I am not confused.  Are you looking for resources to get lists of providers so that you can market to?

Yes, Exactly.

It doesn't appear that this was answered for you. There are a few ways to go about this....

1. Use yellowpages.com or google places (preferred) to search for providers in your area. One of the things that I have done for clients (and myself) is to use a "scraper" to snag contact information and load it into an excel spreadsheet.
2. "Find a Provider" searches on Medicare.gov or your State's BCBS website (two carriers that most doctors are contracted with)
3. AMA provider lists (expensive, but thorough)
4. Local medical specialty governing bodies and associations

The methods above are useful in finding established physicians. Networking at/with local medical schools is a good way to find soon-to-be licensed medical professionals. This may be advantageous for you because they are not currently tied to a medical biller and may value your guidance.

Hope this helps
Anthony D'Oronzo, MBA, CPC
Medical Billing and Practice Management Consultant
www.TheBillingGuy.com
Add me to your professional network: www.linkedin.com/in/anthonydoronzo

PMRNC

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Re: Marketing New Medical Billing Company
« Reply #39 on: February 28, 2014, 08:01:38 AM »
Quote
Networking at/with local medical schools is a good way to find soon-to-be licensed medical professionals. This may be advantageous for you because they are not currently tied to a medical biller and may value your guidance.

Definitely network. Add to that list attorney's and accountants! Don't even think it too cliche to take your business card to golf courses, local post office (most local post offices have a board), everyone goes into the post office right?  When I started marketing I also asked 2 area hospital's if I could put my business card in the physicians lounge and they were happy to oblige. Check your local chamber of commerce too. Our local chamber here has quite a few accountants and attorney's. In fact they give out my card a lot and I get quite a bit of consulting jobs from just that.
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

solace

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Re: Marketing New Medical Billing Company
« Reply #40 on: February 28, 2014, 08:20:08 PM »
Very good ideas, guys!  I was already set on posting on bulletin boards in medical schools but now I have so many more options to go along with that.  Thanks everyone!  Very good thread, indeed.

williamportor

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Re: Marketing New Medical Billing Company
« Reply #41 on: March 02, 2014, 12:43:38 PM »

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.

Hi- My e mail address is westsidebilling@gmail.com send me an e mail, and I'll send you my phone script :)

PMRNC

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Re: Marketing New Medical Billing Company
« Reply #42 on: March 02, 2014, 01:48:37 PM »
Please don't use a script. Be yourself. ANYONE can see through a script. OFFER up good information, be helpful and educate. You don't NEED a script.
Linda Walker
Practice Managers Resource & Networking Community
One Stop Resources, Education and Networking for Medical Billers
www.billerswebsite.com

williamportor

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Re: Marketing New Medical Billing Company
« Reply #43 on: March 02, 2014, 05:19:41 PM »
It's true, one does not need a phone script, in fact blindly following a script tends to make one sound like a robot (not a good thing!) I would suggest however having a script handy, along with intelligent written answers to commonly asked questions and/or objections can be a useful tool. It can provide you with talking points when you're tired or can't think of what to say, in addition, stammering or long phone pauses when questions arise can make one sound unprofessional and uneducated. A phone script should be a guide, not a gospel. :)

Please don't use a script. Be yourself. ANYONE can see through a script. OFFER up good information, be helpful and educate. You don't NEED a script.
« Last Edit: March 02, 2014, 05:28:12 PM by williamportor »

Michele

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Re: Marketing New Medical Billing Company
« Reply #44 on: March 03, 2014, 09:25:17 AM »
Well I have made a ton of phone calls with a script in front of me and I don't believe I've ever sounded like a robot.  I can do the calls now without a script because I have done so many.  But when we were starting we were too new to just go free forming it.  We were not comfortable yet with calling not secure enough in what we were doing.  That comes from experience.  So for us, the scripts worked beautifully.  We didn't use them to read word for word robot style.  We used them to prepare us for the calls, to help us be smoother, and to give us confidence.  That is why I suggested them.  I too hate when I get a call from someone, especially when they don't speak English very well, and they are obviously reading from a script.  If you force them off script they don't know what to say.  That is not at all what I am suggesting.  I believe Kristine indicated she had made some calls and was flustered and didn't know what to say.  In that case I think a script would be helpful to keep her on track.  Our scripts are not word for word, typed out conversations, they are bullet points to keep us focused and help us remember all we want to convey in the conversation.  We hate when we hang up and say "I forgot to tell them....." or "I should have said....".  We also did a lot of role playing to help with unexpected turns in the conversation. 
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