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Cold calling reason

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sagemb:
So the other day my uncle tipped me on a local dr whose wife cant bill any more cuz she's sick. As bad as i feel for her my brain said "Chaching". So like any responsible proprietor...i talked it out with my biz partner who tells me she knows the dr. Now keep in mind that neigther of us are good @ selling.

So we came up with 321 approach:
1. I called & left msg with receptionist.
2. I called next day and left vm @ dr own extension.
3. I swung by and hand delivered my brochure, cards, & a letter in a sealed env for the dr.

When still no reply my bizpart met him & found out the receptionist got the work two days ago. But he was able give names of other drs who might need help.

Now we are total n00bs @ selling. But I'll be happy to admit my faults & seek advice. I had some problems along this route... For one, when cold calling or even leaving a msg on vm... What do i say? Hi this is Adam from Bla bla bla billing... Nobody wants to hear that. Its so obvious im calling to ask for their biz.

Ive heard some people talk about offering billing audits & i like that approach because it offers something of value to the dr. But when you call, how do transition the discussion into that area? I become a nervous wreck on the phone with the gatekeepers. And know most of them will hate me when they find out that i do billing. It just might be their own bread & butter. Sorry for poor spelling...on iphone without spellcheck.

PMRNC:
You might need to change your thinking first.  Yes, most offices will have a gatekeeper/office manager who is dependent on the job as an income and is a very important factor in the practice..  So first you need to tell yourself so you can assure her.. SHE IS A MUST in the decision..YOU need her as much as the provider does. Once you accept that and you understand you are NOT replacing her..you can then safely assure her right off the bat.  I get calls from individual therapists all the time..with NO staff.. at least 2 times a month I am turning them down.. why? Simply because they have no in between for us. I will never again rely on a solo practice with NO help, I never get the info I need, I can never track them down when I need, it's more of a headache! With that in mind RIGHT off the bat I assure the OM / Gatekeeper I'm there to HELP them. Heck I even let them keep the God Complex. Let them have the credit! Many times I have more conversations and meetings with the OM than I do the provider. I have had many who will actually let the OM make the final decision! All you have to do is let them maintain the control, the credit and at same time help them to help the provider, you are just merely an extension.   I'm a firm believer in confidence and having the right attitude to go with your approach. If you go into any officer trying to get around the OM or placating her, you stand about a zero chance!  And also.. don't think of this as sales. I couldn't sell a $5 coffin to a dead person if I tried. I'm SOOO not a sales person. I know how to talk to doctors and their staff, that's it. I have a service they need and might want. I am diversified, if they want to use their software, no problem, If they want to downsize staff, no problem, I can work with them, not out to change them completely. Once you have made them comfortable with that..than at the VERY least.. you have a referral to work with. When I get a "no" I can't budge, I ask them for a reference and they are MORE than happy to oblige :)

sagemb:
Make sense if u put it this way. So you mean to say i can take on a role as the in house billers outsourced help? I mean that probably work too, i just hadn't thought of it this way. Thanks

PMRNC:

--- Quote ---So you mean to say i can take on a role as the in house billers outsourced help?
--- End quote ---

Absolutely.. in fact ask any billing company about their clients and 99% of them will tell you there is a go-between, gatekeeper and/or office manager/staff :)

QueenAlicia:
So if you are sending marketing material like a brochure, letter or postacard how would you adress it? To the office manager or doctor?

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