Know-How Exchange : Advertising/PR

I would encourage you to make the calls yourself. Knowing they already have something doesn't tell you if they are happy or not. It also doesn't tell you that one of the docs is about to go out on her own.

It also doesn't allow you to ask a million other questions that could lead to sales of any other lines you might add in the future. How do you know there's not a screaming need for another product that nobody is offering?

Michael

If you haven't already, make sure your website has a good local (for your area) rank for "medical billing". In addition to looking for doctors, doctor offices may be looking for you. Make sure you can be found easily.

As others have posted-- you need to go out and make some sales calls and establish a relationship. These docs are typically in "medical" type buildings (as they need extra plumbing) so you can cold call a building efficiently.

Before you go, prepare your 5 second intro. And prepare responses to stalls like "we are happy with our current provider", or "the doc's wife does this", etc etc.

Do not think one call will make it happen. You have to build a relationship and it most likely will take multiple calls.

Sell Well and Prosper tm

The goal is not to drop off brochures. In fact brochures will hold you back. You give the prosect the option to say - I know what you do and will call if I need you. I'd just drop off only a card at best. When you cold call, ask for the office manager. If they are busy, drop your card and ask for the card of the person to follow up. Then you have a name. Then follow up. Sell the appointment and the appointment only to get a face to face.

As far as conferences, every specialty has one. My hubby is an "eye guy" and in CO, there are Rocky Mtn xxx conferences. When you make your calls, ask the office managers to give you referrals. Ask them where the docs go. They'll be very open.

As far as finding the docs,-- again-- docs are in "medical buildings", they won't be in normal office space because of the need for all the plumbing.

Just make some calls. You are feeling reluctance now but you will find it easier than you think it is. Trust me on this.

Sell Well and Prosper tm

I will also add-- with my eye guy hubby-- good billing people are in HIGH demand. The docs share their contacts. When you get one, and you are good, they network and send referrals better than any group I have encourtered. I have sat at many lunches and often dwell on the missed opportunity. Don't make it harder than it is. Go out and get your feet wet.

For almost a decade I ran the marketing department for a medical collections agency that did lots of work with Quest diagnostics, Labcorp of America, smaller pathology groups as well as small medical practices.

A good start was joining the HFMA (Healthcare Financial Management Association) and the American Association of Healthcare Administrative Management (AAMAH) as stated earlier by one of the member post. These organizations often have information regarding regional chapters their members and give you access to lists which can be purchased. There are also many medical list that can be purchased based on the criteria you provide a good medical list broker can help you out. Some of the list companies are American Medical Information, https://www.drlists.com, and SK&A, https://www.skainfo.com.

The list broker, can help you in identifying the Doctors that are part of a hospital network as suppose to those who handle their own medical collections.

Keep in mind that many lists brokers, create their list by using phone book directories, association records, cold calling and various other databases and that at least 10% of the list will not be viable, but it does provide you with a good list that you can market to. Normally I would work my Doctor's list for six months using direct mail, cold calling and a brochure mailing showing the benefits of outsourcing their back office operations so that they can focus on their core business of treating patients.

I created numerous pieces as the marketing manager and if you would like a sample so that you can get a good idea let me know I will send you a PDF of some marketing work I designed for small doctor groups.

We also had a very small budget, but we were able to create some very effective marketing campaigns which got our name out there. The key is being proactive and understanding your market.

Yes I will pass on your link-- but these docs prefer someone local. Which is why you to get out there and make some calls! Its a lot cheaper than buying a list, preparing a mailing, buying postage and hoping someone reads it and acts on it!