A great Sales Leader recognizes that knowledge is power and that his or her leverage in the marketplace is founded on the ability to know the business details of customers and prospects. Many salespeople will proudly boast of their ability to remember personal information about prospects such as hobbies, birthdays, and spouses' names, but they fail to recognize that it is more important to understand the business issues such as fine customers' market challenges, operational methods, and their decision-making processes.
You need to build a database that includes a separate record for each prospect and customer (database record, profile sheet, index card, or whatever system you use) to highlight both personal and business information, plus basic information, including name, company name, address, phone numbers, etc.
Database methodology must become a priority in your career. Your filing system should be updated daily and it should include prospects and customers hi the same physical location or computer file. Most importantly, you must use only one database method. I've seen salespeople create multiple databases, keeping business cards wrapped in rubber bands (eventually to be entered into the database when procrastination is overcome), while using a computer database for customers and a folder with prospect information written on beverage napkins. A system like this is doomed to create confusion and inefficiency. Thus, create one database that you update daily.
Thursday, April 30, 2009
Monday, April 20, 2009
The three parts of a business announcement - medical billing news!
When you have the opportunity to make an announcement or to give a quick commercial about what you do, you should always leave room for a question from the person that you are speaking with.
For example...
"My name is Bill and I assist private practitioners increase their cash flow and streamline their internal processes, improving their efficiency, overall."
This leaves room for the person to ask for more details...
"How do you accomplish this, Bill?"
"I am a professional medical billing business owner and we help reduce the health insurance rejection rate, which traditionally is quite high - over 40% - to less than ______ . We also file claims electronically which speeds up payment turn around time."
From there the conversation could go many ways, but YOUR point is to get an introduction to a doc or practice owner. Feel confident, dress professionally, attend networking events to get your name out there. And, stay local, especially at first. GOOD LUCK
For example...
"My name is Bill and I assist private practitioners increase their cash flow and streamline their internal processes, improving their efficiency, overall."
This leaves room for the person to ask for more details...
"How do you accomplish this, Bill?"
"I am a professional medical billing business owner and we help reduce the health insurance rejection rate, which traditionally is quite high - over 40% - to less than ______ . We also file claims electronically which speeds up payment turn around time."
From there the conversation could go many ways, but YOUR point is to get an introduction to a doc or practice owner. Feel confident, dress professionally, attend networking events to get your name out there. And, stay local, especially at first. GOOD LUCK
Thursday, April 16, 2009
Marketing electronically - medical billing news!
There are several ways to market yourself in today's world of techonology.
It is so important to attempt to stand out above the rest AND to demonstrate that you are technologically savvy.
Why not try an email marketing campaign, where each time that you meet someone or present to a prospect you add them to a list and continuously "touch" these people so that should a business need open up, you are the first on their mind!
Try Constant Contact or Exact Target or SOC, which can be found at www.MedicalBillingFoundation.com.
GOOD LUCK and never forget the importance of that continuous prospecting touch.
It is so important to attempt to stand out above the rest AND to demonstrate that you are technologically savvy.
Why not try an email marketing campaign, where each time that you meet someone or present to a prospect you add them to a list and continuously "touch" these people so that should a business need open up, you are the first on their mind!
Try Constant Contact or Exact Target or SOC, which can be found at www.MedicalBillingFoundation.com.
GOOD LUCK and never forget the importance of that continuous prospecting touch.
Friday, April 10, 2009
Networking 101 - medical billing news
How do you begin to inexpensively advertize your business beginning day one?
NETWORK, NETWORK, NETWORK.
If you have taken the empowering, exciting adventure of starting your own business, letting people know that you exist can be a challenge.
The best thing to do is to network - join groups, whether online or otherwise and get your name OUT THERE!
Don't go alone--Networking is a contact sport and a team sport. Bring a colleague, friend, relative. Be a tag team. It would better if your tag team member knows at least one person at the event. You head directly to the one person you know and the the dance begins. Find out who they know and who you do not know or if they know the person you want to meet. If the person is one of the hosts of the event, then you are in luck because you can find out who is at this thing, how she knows them and then ask to be introduced. The key here is go to a hub of the event or create one by figuring out the connections of your connection! The deal you have with your tag team member is anyone who your team meets individually gets introduced to the other, and you find out who they know and the beat goes on.
NETWORK, NETWORK, NETWORK.
If you have taken the empowering, exciting adventure of starting your own business, letting people know that you exist can be a challenge.
The best thing to do is to network - join groups, whether online or otherwise and get your name OUT THERE!
Don't go alone--Networking is a contact sport and a team sport. Bring a colleague, friend, relative. Be a tag team. It would better if your tag team member knows at least one person at the event. You head directly to the one person you know and the the dance begins. Find out who they know and who you do not know or if they know the person you want to meet. If the person is one of the hosts of the event, then you are in luck because you can find out who is at this thing, how she knows them and then ask to be introduced. The key here is go to a hub of the event or create one by figuring out the connections of your connection! The deal you have with your tag team member is anyone who your team meets individually gets introduced to the other, and you find out who they know and the beat goes on.
Tuesday, April 7, 2009
TEN TIPS FOR MARKETING - medical billing news
TOP TEN TIPS FOR NETWORKING
1. Keep in mind that networking is about being genuine and authentic, building trust and relationships, and seeing how you can help others.
2. Ask yourself what your goals are in participating in networking meetings so that you will pick groups that will help you get what you are looking for. Some meetings are based more on learning, making contacts, and/or volunteering rather than on strictly making business connections.
3. Visit as many groups as possible that spark your interest. Notice the tone and attitude of the group. Do the people sound supportive of one another? Does the leadership appear competent? Many groups will allow you to visit two times before joining.
4. Hold volunteer positions in organizations. This is a great way to stay visible and give back to groups that have helped you.
5. Ask open-ended questions in networking conversations. This means questions that ask who, what, where, when, and how as opposed to those that can be answered with a simple yes or no. This form of questioning opens up the discussion and shows listeners that you are interested in them.
6. Become known as a powerful resource for others. When you are known as a strong resource, people remember to turn to you for suggestions, ideas, names of other people, etc. This keeps you visible to them.
7. Have a clear understanding of what you do and why, for whom, and what makes your doing it special or different from others doing the same thing. In order to get referrals, you must first have a clear understanding of what you do that you can easily articulate to others.
8. Be able to articulate what you are looking for and how others may help you. Too often people in conversations ask, "How may I help you?" and no immediate answer comes to mind.
9. Follow through quickly and efficiently on referrals you are given. When people give you referrals, your actions are a reflection on them. Respect and honor that and your referrals will grow.
10. Call those you meet who may benefit from what you do and vice versa. Express that you enjoyed meeting them, and ask if you could get together and share ideas.
1. Keep in mind that networking is about being genuine and authentic, building trust and relationships, and seeing how you can help others.
2. Ask yourself what your goals are in participating in networking meetings so that you will pick groups that will help you get what you are looking for. Some meetings are based more on learning, making contacts, and/or volunteering rather than on strictly making business connections.
3. Visit as many groups as possible that spark your interest. Notice the tone and attitude of the group. Do the people sound supportive of one another? Does the leadership appear competent? Many groups will allow you to visit two times before joining.
4. Hold volunteer positions in organizations. This is a great way to stay visible and give back to groups that have helped you.
5. Ask open-ended questions in networking conversations. This means questions that ask who, what, where, when, and how as opposed to those that can be answered with a simple yes or no. This form of questioning opens up the discussion and shows listeners that you are interested in them.
6. Become known as a powerful resource for others. When you are known as a strong resource, people remember to turn to you for suggestions, ideas, names of other people, etc. This keeps you visible to them.
7. Have a clear understanding of what you do and why, for whom, and what makes your doing it special or different from others doing the same thing. In order to get referrals, you must first have a clear understanding of what you do that you can easily articulate to others.
8. Be able to articulate what you are looking for and how others may help you. Too often people in conversations ask, "How may I help you?" and no immediate answer comes to mind.
9. Follow through quickly and efficiently on referrals you are given. When people give you referrals, your actions are a reflection on them. Respect and honor that and your referrals will grow.
10. Call those you meet who may benefit from what you do and vice versa. Express that you enjoyed meeting them, and ask if you could get together and share ideas.
Sunday, April 5, 2009
Networking like Bill Gates - and medical billing
It is said that Bill Gates’ rise to the top may have resulted from an act of networking. Apparently his mother sat on the same Board of Directors as an IBM president, and that contact led to IBM purchasing the MS DOS operating system from Bill. Think about that! As timeworn as the word networking is, it is through this process that approximately 65% to 80% of available jobs or opportunities are discovered. Networking opens the doors to the hidden job market, and if you’ve not learned this art, many opportunities may be passing you by.
Daisy Wright, Knowledge Level: All Levels, Keywords: networking
Daisy Wright, Knowledge Level: All Levels, Keywords: networking
Thursday, April 2, 2009
Networking is so critical - medical billing news
Looking good naked - HUH. perhaps we could take this a step further by having naked networking? It would have numerous advantages:
Accelerated networking - you'd certainly get to know people quickly
There's no worrying about getting the dress code right
Your first impressions would not be based on material worth or the person's fashion sense
If you spill egg down your front you can just wipe it off
It could create business for local tanning salons
Accelerated networking - you'd certainly get to know people quickly
There's no worrying about getting the dress code right
Your first impressions would not be based on material worth or the person's fashion sense
If you spill egg down your front you can just wipe it off
It could create business for local tanning salons
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