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billingfromhome428:
Thanks Michele!!

I am still so amazed that this site even exists! :)  You really provide a great service to medical billers and I am very grateful for all your help and expertise.

Have a great day!

jarchit:
Thank you Michele,

This script will really help us in making sales calls...............................

And some one suggested us for hoovers.com and salesforce.com website.

Have you seen those??? Can some body give me feedback on it.

PMRNC:
This is JMO, but if I try and follow a script I will bungle it every time <g>

Here's a little trick I used to train myself to cold-call or follow-up call, some of you might not have to do it, but I have never been a sales person by trade.. lol

When I had a follow-up call or was going to make cold-calls, I opened up the phone book. Let's say I did a 50 piece mailing to small offices in the area and I kept track of course. I would then go to the yellow pages, and choose a practice that not only didn't I mail to but looked rather large and not likely to outsource. I would call and try and talk to the office manager to get my own script just right. I knew they wouldn't likely be interested which helped ease my anxiety over the calls. Of course one time this backfired on me and I ended up meeting with a fairly large pediatric practice 2 days after only calling them to practice on!  ;D

Another tip that worked for me with my mailings was using bright and friendly style envelopes and handwriting the envelopes, this way they appeared to be invitations or greetings and most people were too curious to just toss them aside.  In one mailing I did I actually created an "invitation". I did them 10 at a time to small mental health providers and invited them to sit down with a free consultation so I could show them how they could save time and money. They were easy to put together and each one that called back would tell me they opened up because they appeared "inviting"
In another mailing I did the same thing only I obtained the names of the office manager or billing staff and invited them to a round table (FREE, with lunch) and had them bring problems to the table in a 1 hour session. I did about 50 of them and they were actually not only fun but a great learning experience. I ended up with about 13 or 14 clients from those combination of mailings. In the beginning of my business I didn't do any marketing because I sort of started out backwards (had the client before the business) and the others came by word of mouth/referral. I took a few years to get to know that end of the business before I really started marketing.

I also kept a database of all my contacts, mailings, etc. I used ACT (still do)

GOOD LUCK!! Marketing can be fun and it can be a learning tool as well.

Linda Walker
PMRNC
www.billerswebsite.com

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