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There has never been a better time to focus on growing your billing service. According to the 2014 Black Book Survey, many practices see outsourcing their revenue cycle management as one of the key things that can help them stay independent. In fact, 42% of small physician practices with employed billing staff hope to move billing out-of-house to an outsourcer in next twelve months. In this webinar, billing service and marketing experts will help you understand what you need to do to take advantage of this growth in outsourcing. You’ll learn how to: -Strengthen your marketing and online reputation -Close more deals -Use resources from Kareo to strengthen your business offerings There are many tools that you can add to your arsenal to grow your business and revenue. Kareo can help.
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PAGE 1 KAREO | @GoKareo; #KareoTip PAGE 1
3 Keys to Growing Your Billing Service
PAGE 2 KAREO | @GoKareo; #KareoTip
Your Hosts Today…
Tim Tyrell-Smith
Jim Sholeff
PAGE 3 KAREO | @GoKareo; #KareoTip
Our Schedule for Today…
1 Introduction & Welcome Tim & Jim
2 3 Keys to Growing Your Billing Service
3 Answer Questions
PAGE 4 KAREO | @GoKareo; #KareoTip
Participate via Social
Facebook.com/GoKareo
Twitter.com/GoKareo
http://kareo.ly/kareogroup
We’ll be live tweeting during today’s webinar!
How to participate:1. Follow @GoKareo on Twitter2. Join the conversation using #KareoTip3. Join Building Best Practices
group on LinkedIn
PAGE 5 KAREO | @GoKareo; #KareoTip
Tim Tyrell-Smith
Director of Marketing Communications at Kareo
Brand and social marketing consultant
Expert at driving awareness and excitement with target customers
Passionate about small business success
Trained in marketing at Nestle, the world’s largest food and nutrition company
PAGE 6 KAREO | @GoKareo; #KareoTip
Jim Sholeff
Founder of ECCO Health, a multi-specialty medical billing company
Currently, a Director at Kareo
Grew ECCO Health to over 250 customers
Developed ECCO’s unique business process outsourcing solution
Former medical practice manager
BS in Biochemistry from Indiana University
PAGE 7 KAREO | @GoKareo; #KareoTip
Our Schedule for Today…
1 Introduction & Welcome Tim & Jim
2 3 Keys to Growing Your Billing Service
3 Answer Questions
PAGE 8 KAREO | @GoKareo; #KareoTip
© Kareo, Inc. | 2011 8
Sponsored by
PAGE KAREO | CONFIDENTIAL
Why Engage Patients?According to the 2014 Black Book User
Survey, 42% of solo and small practices are looking to outsource in the next 12 months
42%
PAGE 9 KAREO | @GoKareo; #KareoTip
Agenda
Marketing & Reputation
Selling to Professionals
Strengthening Your Offerings
PAGE 10 KAREO | @GoKareo; #KareoTip
You already have an online reputation so own
it!
PAGE 11 KAREO | @GoKareo; #KareoTip
Marketing & Reputation
WebsiteSocial MediaEvents
PAGE 12 KAREO | @GoKareo; #KareoTip
Rule of 7
PAGE 13 KAREO | @GoKareo; #KareoTip
Website
ModifiableGood SEOUsefulActionable
Your Website Here
PAGE 14 KAREO | @GoKareo; #KareoTip
Modifiable
Use a content management system (CMS).Make sure more than one person can make
updates.Develop a calendar for updates and new content.Know your standards and stick to them (fonts,
colors, etc.).
PAGE 15 KAREO | @GoKareo; #KareoTip
Maximize SEO
Create unique page titlesUse meta tagsOffer quality content
Easy to readFocused on the topicWritten for your audience
Use images
PAGE 16 KAREO | @GoKareo; #KareoTip
Maximize SEO
If you’re seeking local business: Make sure city name and keywords are in your content
(i.e., Medical Billing Service in San Diego). Include your full address on every page and make sure
it is exactly the same in every usage. Link your Google Maps listing to your website.
PAGE 17 KAREO | @GoKareo; #KareoTip
UsefulMake it easy for visitors to find what they need.Keep navigation clear and simple.Ensure that all the important stuff is there:
Contact info on contact page and header or footer of every other page
Email address Hours of operation Services Education and tools Any policies customers should understand
PAGE 18 KAREO | @GoKareo; #KareoTip
Actionable
Provide tools and features that allow customers and prospects to take action and engage:
Blog Downloads (white papers, checklists, etc.) Ability to schedule an appointment with a sales
rep Calendar of events or programs with registration Online chat or email from the site
PAGE 19 KAREO | @GoKareo; #KareoTip
Online ListingsClaim directory listings, especially Google Places
PAGE 20 KAREO | @GoKareo; #KareoTip
© Kareo, Inc. | 2011 20
Sponsored by
73% of US adults use social networks
PAGE 21 KAREO | @GoKareo; #KareoTip
Social Media
Social Media Be consistent across your website and social channels
with your “brand”. Invite customers to “like” and “follow” you on Facebook
and Twitter. Put links to your Facebook and Twitter pages on your
website, business cards, and in your email signature. Encourage your staff to “like” and “follow” your billing
service and share.
PAGE 22 KAREO | @GoKareo; #KareoTip
Social Media
Social Media Like and follow influencers (i.e., billing, practice
management, local and regional societies) Post regularly with tips, tricks, and hot news. Interact with your followers. Stay professional but also be personable.
PAGE 23 KAREO | @GoKareo; #KareoTip
Events & Publications
Look for new opportunities:• Share your expertise in local or regional industry blogs, publications, and at events.
• Offer free education on hot topics like ICD-10 and Meaningful Use.
PAGE 24 KAREO | @GoKareo; #KareoTip
Match problems with solutions to
close sales
PAGE 25 KAREO | @GoKareo; #KareoTip
Consultative Selling
“Looking for opportunities to match problems with solutions”
“An approach to selling in which customer needs are used as the basis for the sales dialogue”
“Solutions-based selling”
PAGE 26 KAREO | @GoKareo; #KareoTip
6 Easy Steps to Fame and Fortune
PrepareAskListenAdjust InformQualify/Close
PAGE 27 KAREO | @GoKareo; #KareoTip
Prepare
Know your solution. Know your market. Know how your prospects think. Know your prospects. Know your limitations.Develop a play book. Think about how you have
evaluated services.
PAGE 28 KAREO | @GoKareo; #KareoTip
Ask What is the chief complaint? H & P… open ended, leading questions. Test the prospect’s understanding. Tell me where it hurts. Dig, grind, cry if you have to,
commiserate. Develop an understanding of the
situation. Develop a target list or framework for the
entire evaluation process. 3 basic categories: Rev, Risk, Hassle.
PAGE 29 KAREO | @GoKareo; #KareoTip
Listen
Listen for clues about the doctor/practice.
Evaluate what they know, what’s really bothering them.
Remember how doctors think. They may not know what they don’t know.
Listen until it hurts. Really.
PAGE 30 KAREO | @GoKareo; #KareoTip
Adjust
Apply “SA” Fighter pilot training and Peyton Manning.
Who is the decision maker? Influencer?
Test your assumptions. Go back and ask follow up questions.
Pick your battles.Circle back to our advantages.
PAGE 31 KAREO | @GoKareo; #KareoTip
Stay In Steps 2, 3 & 4 Until...
Ask
ListenAdjust
Develop a closing argument before leaving these steps in the process. “If you shoot for the king, you better not
miss.”
PAGE 32 KAREO | @GoKareo; #KareoTip
Inform … This Is the Hard Part
Based on the evaluation of the practice, tell them what is good and bad. Be direct, informative and above all, be honest.
Make sure the prospect knows what is important, what is significant and what the consequences are.
Based on what you know so far, offer your best advice. Be specific.
PAGE 33 KAREO | @GoKareo; #KareoTip
Qualify/Close
If we’ve done a good job so far, this should be easy.
If the prospect pushes back, reinforce the good and bad consequences or key metrics you identified and discussed.
“Assumed sale”, “Stray dog”, “Matter of fact”
Be prepared to say this is not a good fit. A good “Leave” could be a future win.
PAGE 34 KAREO | @GoKareo; #KareoTip
© Kareo, Inc. | 2011 34
Sponsored by
PAGE KAREO | CONFIDENTIAL
Why Engage Patients?
82% of practices aim to integrate practice
management, EHR and outsourced billing with a
single vendor.
PAGE 35 KAREO | @GoKareo; #KareoTip
Strengthen Offerings
Integrated PM & EHR
Specialty SolutionsEducation &
Resources
PAGE 36 KAREO | @GoKareo; #KareoTip
Kareo PM & EHR
PAGE 37 KAREO | @GoKareo; #KareoTip
Kareo Specialty EHR Partners
Specialty PartnerNeurology Amazing Charts
Cardiology Nexus Clinical
Chiropractic BackChart
Dermatology & Plastic Surgery Modernizing Medicine
Podiatry Amazing Charts
General Surgery Nexus Clinical
Nephrology Falcon
Physical, Occupational & Speech Therapy
WebPT
Orthopedic Surgery ChartLogic
Ophthalmology & Optometry Integrity
Otolaryngology (ENT) ChartLogic
Chronic Disease ElationEMR
PAGE 38 KAREO | @GoKareo; #KareoTip
Kareo Marketplace
• Kareo Partners• Online appt.
scheduling• Text reminders• Recalls• Phone visits• Reputation
Management
PAGE 39 KAREO | @GoKareo; #KareoTip
Educational Resources
Kareo.com/meaningful-use
Kareo.com/ICD-10
PAGE 40 KAREO | @GoKareo; #KareoTip
MBPP
PAGE 41 KAREO | @GoKareo; #KareoTip
Our Schedule for Today…
1 Introduction & Welcome Tim & Jim
2 3 Ways to Grow Your Billing Service
3 Answer Questions
PAGE 42 KAREO | @GoKareo; #KareoTip
Let’s Answer Your Questions
Is it too late to think about Stage 1 attestation?
888.775.2736 [email protected]
-- Questions After the Webinar --
PAGE 43 KAREO | @GoKareo; #KareoTip