Starting a Medical Billing Business > Starting Your Own Medical Billing Business
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PMRNC:
My best tip when it comes to cold calling either on the phone OR in person is to make ABSOLUTELY sure you are confident and NOT intimidated. If the doctor or the staff even senses a bit of apprehension or lack of confidence you can hang it up. Here is how I conquered that: Get out your local phone book. Go straight to the Yellow Pages, look for the really big listings amongst physicians. Big groups, large practices, etc. Find 3 or 4 of the biggest ones. Call them and start off a discussion with the office manager or billing staff. Choose a hot topic either specific to a carrier in your region, a new coding rule, healthcare reform, HITECH, Red flags (so many to list) and get them to talk. Why are you doing this? Simple, to gain confidence. MOST likely those offices won't be looking to outsource anytime soon, and knowing that is OK because you can let your guard down and use that as practice for when you call the smaller offices. Try not to be a salesperson. Doctors deal with pushy pharmaceutical reps all the time. The goal with cold calling is to get them just interested enough for you to come in and talk. Do away with such words such as presentation, demo's, etc. Talk to them like you know what they want at the end of the day.. a nice big deposit slip! Offer to come in with lunch and do a round table discussion, let them choose the topic and you be the expert. I promise it works!
Alice Scott:
Great advice Linda!
Alice Scott:
True story! I still almost wet my pants laughing, remembering the look on Michele's face.
Michele:
In most offices it is almost impossible to get past the office manager to get to the dr. Linda's advice is great. Pick a hot topic, call and get them engaged in conversation. If you can find an area they are having problems with, and offer a solution, the office manager will gladly get you set up with the dr.
Michele
PMRNC:
I've never even attempted to get past the gatekeeper, I need them!!
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