Reference
I will like to know more about marketing tips.
by erika hernandez
(los angeles, CA)
Hi my name is Erika Hernandez,
First of all, want to add that I love your video and I can see that you are very knowledgeable in the medical billing field. I’m starting a business of medical billing and I’m at this point struggling finding clients, I bought a book and how to approach doctors and sell my services, but I haven’t been successful, not looking forward to give up..I been working doing medical billing for more then 8 years and I’m tired of making money for others if I can do this for myself.I will really appreciate if you can provide me with some more information, and if there is any ways I can get leads for my business.
Thank you,
Erika Hernandez
Los Angeles Billing Services
Gina's answer
I understand your frustration in finding clients. For me that is probably the hardest part of this business. And I think I’ve tried everything – mail outs, cold calls, advertising, begging – you name it.
Referrals and door-knocking work
The way I’ve gotten clients is by referral and by going out and visiting offices nearby and handing out fliers with some goodies – like cookies or donuts – that really seams to make the girls at the front desk or office manager more receptive. The problem I have is things are so busy with our current clients that it’s hard to find time to get out and stir up new business.
And persistence is important too – just keep on trying. I found even with a busy business that I need to keep marketing because there’s turnover in this business just like other businesses. Doctors retire, die, decide to take billing back in house… I’ve seen it all.
A persistence story that paid off
One of my friends in Atlanta that I worked for before starting a business had a very low key approach to marketing. She would take something like a box of donuts or pastries and give them to the office manager – or whomever she could at the front desk – along with a brochure or flier and business card. She would periodically drop by and check on them – nothing high pressure – just a “Here’s what I do and let me know if I can help” visit.
I ended up signing my largest client that way. One Friday I picked up several nice boxes of cookies from a local bakery and delivered to about 6 practices (taped my card and flier to it). Good food really does seem to soften people up. And I know these offices get a lot of cold call salesmen – so they are probably suspicious anyway. Turns out they were needing billing help. I just started helping out on an hourly contract basis which led to them completely outsourcing to us.
I did also have some positive results with some of the ideas in Secrets to Signing up Your First Doctor and 12 Keys To Increased Wealth in Your Medical Billing Business. I used some of their telephone ideas and did get some positive responses – but I’m still learning and trying this.
I’ve also notice that doctors are receptive to having someone work on their accounts receivables (insurance aging) – I guess they figure they have nothing to loose and it’s a good way for a biller to prove themselves. But I’ve found it’s hard to make much money on insurance aging unless you charge a high percentage. But it is a good way to get a foot in the door and prove oneself. That helped me in landing one client.
Good luck Erika – I hope some of my experiences will help you. There’s a real need out there for competent medical billers – it’s just a matter of convincing them we can do the job and getting the opportunity.
Thanks,
Gina