General Category > General Questions
Marketing & Sales
dfranklin:
What is the best way market to doctors? Ie Canvassing (dropping by offices and leaving information), mailers (postcards, letters etc), cold calling, etc.
I struggle with getting practices interested in my services. I have an even harder time finding practices that can use my services. It seems a lot are associated with an larger oranization (like hospitals) billers.
I do I know or find who can use my services so I can market it to them?
For a newbie, what type of practice would be the best to start out with (ie Chiro, Internal, OBGYN etc)?
Thanks!
PMRNC:
This is a great time to market. In less than 3 months with only doing a 200 piece mailer (various mailers)
I have 1 signed contract, one will be signed next week and two on the line for signing by first two weeks of next month.
None of the 4 are current clients they are all new contacts.
Your marketing success depends on your experience and / or your education. If you LACK experience you have to make up for it by offering something that will outline the benefits you offer as well as the education. Since I have many years in the business I opted to market my resume, but I also have a special angle I am marketing in order to be competitive.
I've never used just "one" way. I've done invitational style mailings, flyers, postcards, brochures.. by far the invitational style ones do the best because they generate the most interest. I mail a certain amount out that invite the provider to lunch or dinner to talk about any problems they are having with their billing. Depending on the type of practice this is, I might either bring Pizza into the office to sit down with the doctor and office manager or I might take them out to an Olive Garden, Red Lobster, etc.
If you are new I would suggest going after small solo practices. Mental health providers are great because many times they don't have staff and are often fielding their own phones.
Again, don't just do ONE thing. Mix it up and above all, track what you mail, who you mail it to and keep notes on every prospect. If you don't have a website, get one. Cover all basis.
dfranklin:
Wow, 1 signed and a couple in the pipeline just after 3 months of marketing...that is GREAT! That is a 2% response rate....Did you have to place calls following you mailers or did they contact you after receiving the mailers?
I have a website, postcards, flyers, brochures, letters, nice presentation folders and Audio CDs. I also have flyers specifically for faxing too. What would you say the intervals for sending the mailers should be? Every 2 weeks, once a month? Should I fax and email as well maybe in between the mailers or just focus on the mailers?
Do you do any email marketing too? If so has that been successful?
PMRNC:
So far with this go-around I have not had to do any follow-up calls, I don't know why, I received my first call about 5 days after the mailing.
I keep a database in ACT and track all my marketing there. I don't do one of the same mailings, I mix things up. I might do 200 this time around..and 100 the next. So far the invitational style ones are working just as they worked for me years ago. I am only looking for about 2-4 small to mid-size clients for now as I'm busy with other projects.
I don't do any email marketing at all. I don't like spam! If I see an ad in the classified's I will fax over my resume and contact information but I have not done that this time around, there seem to be less and less ad's in our local paper these days. I suspect practices are beginning to cut-back and that's why I think it's a great time to market.
jcbilling:
Linda,
I am curious about the "Invitational Style" Marketing. Do you send a formal invitation (wedding or graduation style) with a specific date & place set or is it more of a letter that you request to meet with them? If it wouldn't be intruding on your marketing skills, would you mind sharing the content of the invitation?
Thanks,
Charity
csuttles@jcbilling.com
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