Starting a Medical Billing Business > Starting Your Own Medical Billing Business
Marketing New Medical Billing Company
Michele:
Everyone is different. You must find what works for you. Alice and I ALWAYS script out what we will say AND role play to make ourselves comfortable. I know that doesn't work for everybody but it does for us.
One thing is don't start off with "We are a Billing Service" or "We do billing". Try to get them talking. Something more like "I was just calling to see if you are all set for the new ICD10 diagnosis codes. If not I would be happy to come in and go over some things you might do to prepare." The only problem with this approach is that you aren't letting them know what you are really calling for so you may end up going to some appointments that are a waste of time. But even those who do need it don't usually admit it.
Another approach we sometimes do is to say we would like to come in and do a free analysis of their current system.
Hope that helps!
SnyderKristine:
That's a very good idea. I would try to role play this with one my colleague to see if it works for me.
But this would restrict me from targeting practices located far away from my place. What about practices in different states??
Michele:
Yeah, we obviously only offer that with local offices and Hawaii. JK. Local offices only. We do bill for out of state providers but our marketing for them is online or referrals. You will only be able to offer going in to the local offices. But you could consider developing a Power Point and do a live gotomeeting but it may be harder not being right in front of them.
SnyderKristine:
So I should basically focus on targeting local providers only.
What do you think would be a good number of cold calling everyday, to keep the business in pace and start off soon.
I do have the presentation and graphics in place, what takes me back is the fear of being rejected and that would bring my morale down.... :-[
PMRNC:
Don't put the cart before the horse, I always did my direct mail and internet marketing ALONG with the cold calling and even some walk in's. If you are only doing cold calls you will get frustrated quickly. EXPAND your marketing with direct mail, internet, media, anything.. one solution does not fit all and is too limiting. Start out with a 500 piece mailer, follow up on 25 of those pieces in a week, utilize brochures, flyers, letters, presentation packets, invitations for a sit down, etc.
Don't rely on ONE method.
I'm also a firm believer that it really does take money to make money. When I find a potential client I think is worth the effort, I will invite them to lunch or dinner.
I tend to hang up on telemarketers using a script as you can hear it right away. Yes it does take quite a few NO's and hang-up's before you begin to see results and make contacts. Remember that not all good conversations will lead to a YES but they do lead to a CONTACT. If you come across an office who speaks with you but doesn't really need your services, ask them if they will refer you to another provider who might. Don't take all NO's to mean NO. :) Think outside the box as I was always told. That has always worked for me. Offices also love freebies, coffee mugs, clipboards, magnets, pens, etc.. don't be afraid to do what pharmaceutical reps do.. they get in the door :)
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