Starting a Medical Billing Business > Starting Your Own Medical Billing Business

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annaevans:
Hello- I've been reading your post for a month or so, and have decided to ask some questions of my own. I'm new to the medical billing busines my background is in mental health/case management services. I've built a website, business cards, and dropped off a number of fliers. I'm looking to bill for psychologist, social workers, speach therapist, and occupational therapist. I'm struggling to push myself to do marketing. I'm kind of a shy person. Does anyone have any suggestions for me. Also if you have suggestions on web based billing companies, or software that I should consider?

Any and all suggested would be greatly appreciated from you guys. Thanks.

PMRNC:
Hi Anna,
You have a great advantage starting out with a specialty behind you. I hope you do not mind that I took a look at your website and if I may offer up a suggestion off the bat.. your fees posted on your website is not a good idea in general, it's certainly acceptable but it can be intimidating to providers and most physicians looking on the internet are going to go right to that page. That leads me to also say that 10% for MOST mental health providers is way above the average, but again, it's your prerogative.. I've been in this business for well over 20 years and my specialty for most of that time was mental health. What I learned over the years in pricing my services is that NO two offices are alike in any way. Providers want to know that they are receiving fair pricing based on THEIR individual needs. I never post my fees anywhere, I never give a blind quote. I might give a vague range but I always tell providers it would be more advantageous for them to allow me the chance to come in, analyze THEIR situation and come up with a fee that would work for both of us.   That is just one tip I had from quickly glancing at your site.

As for software, I can never tell someone what software I think is best, because the fact is, they are all different and the only way to truly find the right one for you is by doing a test drive and demo. Personally, my own opinion is that if I can't review a demo on my terms, when I want by opening up the demo, I skip that company over. I don't' want high pressured sales pitches, and IMO software that has to be "shown" to you means it's not going to be user friendly enough for me to play with it on my time. Some people will disagree with me but that's ok. I like to get as many demo's as I can. I like setting up my own databases, patients, etc and really diving into the features of each one.
Another thing I learned over the years is never get adjusted to ONE software. Diversity is key in this industry today. I have had billers tell me they lost a potential client because that client wanted to continue with their software and the biller was not comfortable with that and let the lead slip through their fingers. I have never turned down a client because they didn't want to use "my preference". Over the years I have become familiar with practically all the softwares out there. Sure there are ones I would rather stay away from but then I remind myself that my client (customer) is the one who's comfort level has to be appeased. In those situations many times they will see the limitations of their software in time and convert to the one I prefer, but this happens after they have gained trust in me and my services as well as confidence.

As for marketing, you need to first put away your fear and not be intimidated. A good tactic I learned to get over my cold calling fear was by going to the phone book. Open it up and find the biggest medical practices you can find, call them and just start talking... you have no expectations, and you can practice on the ones you know will probably not be interested. I know that sounds crazy but if you have NO expectations, you tend to open up more, be less fearful and at the same time you are practicing.  Just be careful because I actually got a client I never expected with this tactic :) Sending direct mail and internet marketing are great..but YOU MUST BE ABLE TO FOLLOW UP with a personal touch. If you send out 100 marketing pieces your chances are less than 1%, but if you follow up with a phone call your chances go up, and if you stay in touch with those potential clients they go up even more.

Put yourself out there but be sure what you are putting out there is professional! Networking is also a great thing. If it were not for networking I wouldn't be where I am today.

Best of luck to you!

Michele:
Great advice Linda!  Thanks for sharing.

Anand:

--- Quote from: PMRNC on June 16, 2010, 02:36:26 PM ---Hi Anna,
You have a great advantage starting out with a specialty behind you. I hope you do not mind that I took a look at your website and if I may offer up a suggestion off the bat.. your fees posted on your website is not a good idea in general, it's certainly acceptable but it can be intimidating to providers and most physicians looking on the internet are going to go right to that page. That leads me to also say that 10% for MOST mental health providers is way above the average, but again, it's your prerogative.. I've been in this business for well over 20 years and my specialty for most of that time was mental health. What I learned over the years in pricing my services is that NO two offices are alike in any way. Providers want to know that they are receiving fair pricing based on THEIR individual needs. I never post my fees anywhere, I never give a blind quote. I might give a vague range but I always tell providers it would be more advantageous for them to allow me the chance to come in, analyze THEIR situation and come up with a fee that would work for both of us.   That is just one tip I had from quickly glancing at your site.

As for software, I can never tell someone what software I think is best, because the fact is, they are all different and the only way to truly find the right one for you is by doing a test drive and demo. Personally, my own opinion is that if I can't review a demo on my terms, when I want by opening up the demo, I skip that company over. I don't' want high pressured sales pitches, and IMO software that has to be "shown" to you means it's not going to be user friendly enough for me to play with it on my time. Some people will disagree with me but that's ok. I like to get as many demo's as I can. I like setting up my own databases, patients, etc and really diving into the features of each one.
Another thing I learned over the years is never get adjusted to ONE software. Diversity is key in this industry today. I have had billers tell me they lost a potential client because that client wanted to continue with their software and the biller was not comfortable with that and let the lead slip through their fingers. I have never turned down a client because they didn't want to use "my preference". Over the years I have become familiar with practically all the softwares out there. Sure there are ones I would rather stay away from but then I remind myself that my client (customer) is the one who's comfort level has to be appeased. In those situations many times they will see the limitations of their software in time and convert to the one I prefer, but this happens after they have gained trust in me and my services as well as confidence.

As for marketing, you need to first put away your fear and not be intimidated. A good tactic I learned to get over my cold calling fear was by going to the phone book. Open it up and find the biggest medical practices you can find, call them and just start talking... you have no expectations, and you can practice on the ones you know will probably not be interested. I know that sounds crazy but if you have NO expectations, you tend to open up more, be less fearful and at the same time you are practicing.  Just be careful because I actually got a client I never expected with this tactic :) Sending direct mail and internet marketing are great..but YOU MUST BE ABLE TO FOLLOW UP with a personal touch. If you send out 100 marketing pieces your chances are less than 1%, but if you follow up with a phone call your chances go up, and if you stay in touch with those potential clients they go up even more.

Put yourself out there but be sure what you are putting out there is professional! Networking is also a great thing. If it were not for networking I wouldn't be where I am today.

Best of luck to you!

--- End quote ---
Linda-I could see how much you love this industry, really inspiring & of-course great inputs...All the best

Alice Scott:
Linda,
Thank you for taking the time to give such good advice.
Alice

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