3 Keys to Growing Your Billing Service

KAREO | @GoKareo; #KareoTipPAGE 1
3 Keys to Growing Your
Billing Service

KAREO | @GoKareo; #KareoTip
Your Hosts Today…
Tim Tyrell-Smith
Jim Sholeff

Our Schedule for Today…
1 Introduction & Welcome Tim & Jim
2 3 Keys to Growing Your Billing Service
3 Answer Questions

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 Twitter
2. Join the conversation using #KareoTip
3. Join Building Best Practices
group on LinkedIn

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

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

© 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%

Agenda
 Marketing &
Reputation
 Selling to
Professionals
 Strengthening Your
Offerings

You already have an online
reputation so own it!

Marketing & Reputation
Website
Social Media
Events

Rule of 7

Website
Modifiable
Good SEO
Useful
Actionable

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.).

Maximize SEO
 Create unique page titles
 Use meta tags
 Offer quality content
Easy to read
Focused on the topic
Written for your audience
 Use images

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.

Useful
 Make 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

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

Online Listings
 Claim directory listings, especially Google Places

© Kareo, Inc. | 2011 20
Sponsored by
73% of US adults use social
networks

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.

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.

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.

Match problems with
solutions to close
sales

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”

6 Easy Steps to Fame and Fortune
 Prepare
 Ask
 Listen
 Adjust
 Inform
 Qualify/Close

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.

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.

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.

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.

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.”

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.

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.

© 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.

Strengthen Offerings
Integrated PM &
EHR
Specialty Solutions
Education &
Resources

Kareo PM & EHR

Kareo Specialty EHR Partners
Specialty Partner
Neurology 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

Kareo Marketplace
• Kareo Partners
• Online appt.
scheduling
• Text reminders
• Recalls
• Phone visits
• Reputation
Management

Educational Resources
Kareo.com/meaningful-use
Kareo.com/ICD-10

MBPP

Our Schedule for Today…
1 Introduction & Welcome Tim & Jim
2 3 Ways to Grow Your Billing Service
3 Answer Questions

Let’s Answer Your Questions
Is it too late to think about
Stage 1 attestation?
888.775.2736 x1
sales@kareo.com
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3 Keys to Growing Your Billing Service

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