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

Meeting With Prospect

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jyoung65:
This is a challenge for me meeting with prospects. I have a meeting coming up. I am preparing for it, my thing is I am a home-base just starting out and this is a large practice. I know they are going to ask me: Where is your company located? How many employees do you have? Can we take a tour of your office? How many clients do you have and their specialty? I am very uncomfortable with not telling the truth. I do realize that if I tell the truth that I will not get contract. Another thought is that if I not tell the truth if will back fire. How should I answer those questions and not knock myself out of the contract? Has anyone ever experience this? I need some feedback please.


Thanks

SLITTLES:
I tell the truth!  I would tell them I have an office in my home, and I don't have any clients as of yet so they will be my only provider as of now.. which means they get all your attention (don't tell them the last part..lol). 

I also let them know that even though I just started my own company I have been doing billing for xxx number of years which is why I started my own billing company.

Don't focus so much on how many clients you have or don't have because it could be a negative if you have to many clients in their eyes.

Focus on you, your skills, experience and expertise.  Sell yourself after YOU will be doing there billing..

Hope this helps!

PMRNC:
I second that.. tell the truth, only answer what's asked. Personally I've never been asked to take a tour of my office, but I suppose you would need to oblige and your home office should be separate from your home anyway due to HIPAA compliance, none the less, I've never been asked that one.  I always tell providers how long I've been in business as well as how long I've been in the industry and provide them with references to put their minds at ease. Another thing that seems to put worries to rest is showing them my compliance plan. Usually they are VERY impressed at that alone. :)  Doctors, at conferences are being told to ask for this from third party billing companies so if you have one,  and you should, it's an added bonus and could land you the client.

jyoung65:
Thanks for the feedback, it is very help. :)

fludderby:
What is a compliance plan?

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