Marketing to Physicians  

Category: Practice Management

If you offer billing services or other medical revenue cycle solutions to doctors, you know it is a challenge to market to doctors. They are busy and they are approached by various representatives trying to sell them something on almost a daily basis. 

One of the reasons they are hard to engage is that they are simply practicing what they know: triage. As you know, this is used in medicine to help determine the priority of patients' treatment, based on the severity of their condition.

In determining who to speak to or what to concentrate on in their practice, physicians prioritize based on their perceived need at the moment. If they feel they need to speak to a financial advisor, they will set an appointment to do so.  If they are looking at new equipment, they will agree to meet with a medical device rep.

But if they are presently doing their own insurance clai...