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

How to get past the "Gate Keeper"

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KLA:
I am hitting a MAJOR road block all.  I can't get past the "Gate Keeper".  I would really appreciate anyones ideas on how to do this.  Are you calling first to try and make the appointment with the key decision maker, are you dropping in?  Also, what do you do with the offices that have multiple partners and trying to get them to sign?  Thank you in advance for all your wonderful advice... ???

Michele:
Is the 'gate keeper' just a gate keeper, or is the gate keeper the office manager/biller?  Many times the gate keeper is afraid that their job will be eliminated which obviously gives them major incentive to keep you out.  You need to make friends with the gate keeper.  There have been some great suggestions in the past.  For example, if dropping in, bring something with you, a dish of candy or some other appetizing dish.  Food works wonders with most of these people. Also, make your pitch interesting to them.  Offer them info about something happening in the industry or better yet in their field.  FOr example, is there a change that just took effect with any insurance carrier that probably is affecting them?  Once we used a new policy implemented by Medicare.  We did up an informational flyer regarding the policy, how it was causing problems and why.  Then we walked in and offered them the free information regarding the Medicare issue.  It made them let their guard down immediately.  Another idea is to offer to do a free presentation regarding an upcoming issue.  Make sure you are educated on the issue, and possibly offer to bring lunch for the staff.  Just gotta get creative!  :)

Good luck!

KLA:
Thanks for all the great ideas Michelle! :)

PMRNC:
That was the first real rule I learned in marketing.. Do NOT go around the gatekeeper. If you alienate her right off the back you won't get anywhere. I used to include them in our meetings, answer their questions and above all make them very aware that they are needed there, for both the practice and for you.

Michele:
Let us know how they work out!   ;D

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