Author Topic: marketing  (Read 1938 times)

margemib

  • Full Member
  • ***
  • Posts: 210
marketing
« on: March 09, 2009, 03:07:39 PM »
Michele,
I just downloaded your book I think it was last week, the one about the marketing Strategies.
When you send out letters should you call the office first to find out a contact person and send it to there attention?
margemib  ???
Margie Finlay CMRS

Michele

  • Global Moderator
  • Hero Member
  • *****
  • Posts: 4708
    • Solutions Medical Billing
Re: marketing
« Reply #1 on: March 09, 2009, 06:51:26 PM »
It always helps to have a contact person, however, if you are doing a large mailing that's not feasible.  So it really depends on the size of the mailing you are doing.

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

margemib

  • Full Member
  • ***
  • Posts: 210
Re: marketing
« Reply #2 on: March 09, 2009, 07:16:26 PM »
Thanks Michele!
Margie Finlay CMRS

billingfromhome428

  • Newbie
  • *
  • Posts: 23
Re: marketing
« Reply #3 on: March 10, 2009, 02:11:40 PM »
I downloaded this same book last week and I was wondering if you had an samply scirpts for when you call the office after you have sent them a letter.  Also, is 3 days a good average bewteen the letter and call?

Thanks!

Michele

  • Global Moderator
  • Hero Member
  • *****
  • Posts: 4708
    • Solutions Medical Billing
Re: marketing
« Reply #4 on: March 11, 2009, 09:14:25 AM »
I would think 3 days (business days) would be good.  I don't have any sample scripts but that is a great suggestion.  In the meantime,

If you know who you need, ask for that person, if not you may want to ask for the person in charge of the billing, or the office manager.

"Hi, my name is ________.  I'm just following up with you regarding some information that I sent you a couple of days ago.  Did you receive it?"

If yes,  "Well I was just calling to see if you had any questions or if you might be interested in setting up a brief appointment so we could see if my service could benefit your office."

If no, "Well, the information was explaining the services I provide to medical offices.  I provide a complete billing service including submitting claims electronically, handling any rejected claims, and following up on all outstanding claims.  Would you be interested in setting up a brief appointment so we could see if my service could benefit your office?" 

You may need to taylor it a little to you, but it gives you an idea.

Good luck
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

billingfromhome428

  • Newbie
  • *
  • Posts: 23
Re: marketing
« Reply #5 on: March 11, 2009, 10:48:36 AM »
Thanks Michele!!

I am still so amazed that this site even exists! :)  You really provide a great service to medical billers and I am very grateful for all your help and expertise.

Have a great day!

Archit Joshi

  • Newbie
  • *
  • Posts: 4
    • www.tammina.com
Re: marketing
« Reply #6 on: March 11, 2009, 01:34:33 PM »
Thank you Michele,

This script will really help us in making sales calls...............................

And some one suggested us for hoovers.com and salesforce.com website.

Have you seen those??? Can some body give me feedback on it.
Archit Joshi
Tammina Software Solutions
Vizag, AP, India
archit.joshi@tammina.com

PMRNC

  • Hero Member
  • *****
  • Posts: 4218
    • One Stop Resources & Networking for Medical Billers
Re: marketing
« Reply #7 on: March 16, 2009, 06:59:56 AM »
This is JMO, but if I try and follow a script I will bungle it every time <g>

Here's a little trick I used to train myself to cold-call or follow-up call, some of you might not have to do it, but I have never been a sales person by trade.. lol

When I had a follow-up call or was going to make cold-calls, I opened up the phone book. Let's say I did a 50 piece mailing to small offices in the area and I kept track of course. I would then go to the yellow pages, and choose a practice that not only didn't I mail to but looked rather large and not likely to outsource. I would call and try and talk to the office manager to get my own script just right. I knew they wouldn't likely be interested which helped ease my anxiety over the calls. Of course one time this backfired on me and I ended up meeting with a fairly large pediatric practice 2 days after only calling them to practice on!  ;D

Another tip that worked for me with my mailings was using bright and friendly style envelopes and handwriting the envelopes, this way they appeared to be invitations or greetings and most people were too curious to just toss them aside.  In one mailing I did I actually created an "invitation". I did them 10 at a time to small mental health providers and invited them to sit down with a free consultation so I could show them how they could save time and money. They were easy to put together and each one that called back would tell me they opened up because they appeared "inviting"
In another mailing I did the same thing only I obtained the names of the office manager or billing staff and invited them to a round table (FREE, with lunch) and had them bring problems to the table in a 1 hour session. I did about 50 of them and they were actually not only fun but a great learning experience. I ended up with about 13 or 14 clients from those combination of mailings. In the beginning of my business I didn't do any marketing because I sort of started out backwards (had the client before the business) and the others came by word of mouth/referral. I took a few years to get to know that end of the business before I really started marketing.

I also kept a database of all my contacts, mailings, etc. I used ACT (still do)

GOOD LUCK!! Marketing can be fun and it can be a learning tool as well.

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