Marketing a Medical Billing Business is a huge part of starting a medical billing business. From our experience it is the most difficult part of getting a new business established. Many very competent billers may start a business but struggle with finding clients. If they don’t find the clients, their business never takes off.
This is our 24th year of running a medical billing business so we have found new clients many different ways. We did have a difficult time getting started back in 1994. We did not realize how hard it would be to obtain clients and we were shy and didn’t like talking to doctors. We were hesitant to tell providers what a good job we could do. Fortunately we were patient and stuck through the hard times. When we look back today over all the different ways that we have found new providers to work with we are surprised at all the different ways providers have found us.
We started out doing mailings. They don’t require you to talk to anyone so it works well for the shy person. The downside is that the results of mailings are pitifully small. If you get one or two responses from 100 letters, it is good. Those are just responses, not accounts. Now you still have to sign them up. We quickly found out that we would have to find other ways to find providers or we would starve.
Many of the people we talk to think that if they build a website they will find providers. We have signed up a few clients as a result of our website but if we had to wait for those people to find us we wouldn’t have survived. We found the accounts we have worked with over the years in a large variety of ways. My point is that if you are marketing your medical billing business you need to try many different ways of marketing. You never know which effort will deliver you a new account.
One of our first larger accounts we found by answering an ad in the newspaper for a medical biller. Michele answered an ad that said to stop in the optometrist’s office with a resume. They were not aware that there were services available but it was a great solution for their office. 23 years later we are still working with them.
When NPI numbers were first required we had to obtain them for all of our providers so we wrote a few articles about NPI numbers and posted them online. We offered to obtain an NPI number for providers that we didn’t work with for $29.95. We still get calls today for NPI numbers and still charge $29.95 for obtaining them. At first we were surprised that after obtaining the NPI for the provider we were asked if we knew where they could find a biller. We have signed up many accounts over the years after getting them an NPI number.
We found a very small account early on who was a social worker. We worked for her for several years when she referred a family doctor who was a patient of hers to us. The family doctor is still working with us 20 years later. Over the years many of our accounts came from referrals. Referrals are a great way to grow your business but you have to make sure you are doing a good job with the accounts you have to earn a referral.
Make sure you reach out in many directions with your marketing. You never know where the next lead will come from. You must be determined if you are to succeed. It is important to recognize how difficult marketing can be so that you don’t get discouraged.