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Answer Upon - Freebie Seekers? Turn Them Into Clients and Referrers - or Turn them Far, Far Away
In the world of medical billing, there is no CMN more dreaded by billers than the DMEPOS CMN. This grandaddy of all CMNs is over 70 fields long. You practically need to be a certified medical practitioner to understand it to begin with. In the following series of articles, we're going to cover the various fields of this monster of a CMN. If there is something you're not clear on, consult your manual or call your carrier for complete instructions on how to fill out the field in question. So, if you're ready, hang onto your brain cells because you are going to need them for what's to follow.First of all, it is important to know what DMEPOS stands for. It is an acronym for Durable Medical Equipment, Prosthetics, Orthotics and Supplies. In other words, this CMN covers just about everything under the sun related to those three categories. That is the reason why this CMN is so long. It needs to be able to handle a number of items. We'll begin with field number 1.GU0 field 1, positions 1 - 3, is the record type. This must be filled with GU0 and most come after all F records for this patient in
3. If someone is very persistent, whip out a stopwatch & say "For $2 a minute I'd be happy to go into this now. May I start the clock & do you prefer to pay with cash or check?"
4. What I can do is refer you to a free resource on "_______."
5. I do work with two pro-bono clients, who are in desperate need financially. I'll take your card and add you to the waiting list.
6. Yes, I do work with clients on "name the issue." Would you like to set up a consultation?
7. That will cost "x" per hour.
8. There's a lot I can do for you that's similar to the work I did for "xyz" client. Would you like to get together and build a marketing plan? (And then charge for those services.)
9. Well, I'd love to suggest something; however, my fees are "xxx" per hour.
10. Are you looking to hire me?
11. Are you looking to hire _____? Well, I'd love to talk to you about
The marketing services were born out of the awareness that marketing starts with the determination of consumer wants and ends with the satisfaction of those wants. The concept puts the consumer both at the beginning and at the end of the business cycle. It stipulates that any business should be organized around the marketing function, anticipating, stimulating and meeting customers' requirements. The customer, not the corporation, has to be the center of the business universe. A business cannot succeed by supplying products and services that are not properly designed to serve the needs of the customers.It proclaims that "the entire business has to be seen from the point of view of the customer." In a company practicing this concept, all departments will recognize that their actions have a profound impact on the company's ability to create and retain customers. Every department and every worker and manager will "think customer" and "act customer."It is obvious that marketing services represent a radically new approach to business, and is the most advanced of all ideas on marketing that have emerge
Shifts in thinking and action need to occur. One place to start is by moving yourself from an employee mentality, where you "give information for free because your company is paying you and it's just what you do in your job" to thinking like a business owner who values their gifts and expects to be paid for those gifts.
There's a definite shift in the right direction, thank goodness, taking place on the Internet. I think it started after the dot.com bust settled down. The first site that went from free to paid that I remember was Consumer Reports, a publication I’ve been reading since 1973! I thought, “how could they” and then realized what a novel idea – business web sites actually making money using a subscription based membership site.
Membership sites, for those who – like me - are "informational entrepreneurs," are on the rise, too. In 2001, Infopreneur Terry Dean's site went from "free" to a “paid” membership site, which brought him a minimum of 5k per month. His income is much more than that now, but you get the idea. Just like a toddler, we have learned from our mistakes and are taking the Internet from a place primarily for freebie seekers to a valuable sophisticated, professional marketplace.
The final shift is to always act like a "real" business owner and stop giving away the bank. Being paid for your service is about honoring your business, your talents, your precious time, your gifts and the skills you've developed. Setting boundaries on just how much free information, or free services, you'll give away is not easy to do. Just like pricing services!
However, no one expects to go into a shoe store, ask for free shoes, and walk out of the store! If you don't value your services, no one else will. So if you're holding back information that you rightfully should be paid for, and you believe that you're hoarding or being stingy, please look to see if that belief is based in reality.
VERY big shifts indeed.
Tiffany Bond, principal at BrandBond in Seattle, said it best: "People seldom value an opinion they didn't pay for - but they will sure assess blame to it!" So if you're going to take the blame, at the very least, get paid highly for it!
Yes, providing some limited free advice may be a good marketing strategy. It may assist someone to trust you. On the other hand, it might have the opposite effect, and cause people to wonder why they should pay you when they're getting the information for free. So, just be careful that you're not giving away the shop. As I tell my clients, "learn from my mistakes (and I did give away the shop until I got smart!), and go and make better mistakes!"
And what can you say to people who 1) ask outright for free information, or 2) just start talking to you about something, and you realize that they're trying to "borrow" your valuable resources without becoming a client? Here are some ideas. Try them on to see what "fits" you best.
23 things to say when someone asks you - a service business owner – for free information!
1. My charge for an initial consultation is "x." If we turn out to be a good match, and you hire me, I'll apply 1/2 of "x" towards your commitment.
2. I'm happy to give you 5 minutes or less of free time, however, most issues are more quickly & effectively resolved in an undisturbed session(s). May we schedule a meeting so I can give you my undivided attention?
3. If someone is very persistent, whip out a stopwatch & say "For $2 a minute I'd be happy to go into this now. May I start the clock & do you prefer to pay with cash or check?"
4. What I can do is refer you to a free resource on "_______."
5. I do work with two pro-bono clients, who are in desperate need financially. I'll take your card and add you to the waiting list.
6. Yes, I do work with clients on "name the issue." Would you like to set up a consultation?
7. That will cost "x" per hour.
8. There's a lot I can do for you that's similar to the work I did for "xyz" client. Would you like to get together and build a marketing plan? (And then charge for those services.)
9. Well, I'd love to suggest something; however, my fees are "xxx" per hour.
10. Are you looking to hire me?
11. Are you looking to hire _____? Well, I'd love to talk to you about
The Behavioral Selection Method (BSM) is quickly becoming the most utilized method of selecting candidates for employment. The reason: it is VERY effective.There are three kinds of information the recruiters are trying to get from you.1. Work & Education History / Certifications / Skills2. Specific Experiences3. Interest / DesiresYour resume will provide the “high-line” facts, such as where you went to school and what you’ve done, and for whom. All this really does however is tell the recruiter if you *seem* to have the requisite skills and background to be considered further. Remember, the resume is used to screen you out, not in.Thus, unless you have all the requisite, preferred facts on your resume, i.e. the right school, the right experience, or the right GPA, don’t depend on your resume to get you any further in the process. Rather, focus on your company research, and concentrate on knowing why you are “S.P.E.C.I.A.L.”Once you get an interview, the recruiter will want to know what’s behind your resume. Or, more simply stated, they want to know why you are you
Membership sites, for those who – like me - are "informational entrepreneurs," are on the rise, too. In 2001, Infopreneur Terry Dean's site went from "free" to a “paid” membership site, which brought him a minimum of 5k per month. His income is much more than that now, but you get the idea. Just like a toddler, we have learned from our mistakes and are taking the Internet from a place primarily for freebie seekers to a valuable sophisticated, professional marketplace.
The final shift is to always act like a "real" business owner and stop giving away the bank. Being paid for your service is about honoring your business, your talents, your precious time, your gifts and the skills you've developed. Setting boundaries on just how much free information, or free services, you'll give away is not easy to do. Just like pricing services!
However, no one expects to go into a shoe store, ask for free shoes, and walk out of the store! If you don't value your services, no one else will. So if you're holding back information that you rightfully should be paid for, and you believe that you're hoarding or being stingy, please look to see if that belief is based in reality.
VERY big shifts indeed.
Tiffany Bond, principal at BrandBond in Seattle, said it best: "People seldom value an opinion they didn't pay for - but they will sure assess blame to it!" So if you're going to take the blame, at the very least, get paid highly for it!
Yes, providing some limited free advice may be a good marketing strategy. It may assist someone to trust you. On the other hand, it might have the opposite effect, and cause people to wonder why they should pay you when they're getting the information for free. So, just be careful that you're not giving away the shop. As I tell my clients, "learn from my mistakes (and I did give away the shop until I got smart!), and go and make better mistakes!"
And what can you say to people who 1) ask outright for free information, or 2) just start talking to you about something, and you realize that they're trying to "borrow" your valuable resources without becoming a client? Here are some ideas. Try them on to see what "fits" you best.
23 things to say when someone asks you - a service business owner – for free information!
1. My charge for an initial consultation is "x." If we turn out to be a good match, and you hire me, I'll apply 1/2 of "x" towards your commitment.
2. I'm happy to give you 5 minutes or less of free time, however, most issues are more quickly & effectively resolved in an undisturbed session(s). May we schedule a meeting so I can give you my undivided attention?
3. If someone is very persistent, whip out a stopwatch & say "For $2 a minute I'd be happy to go into this now. May I start the clock & do you prefer to pay with cash or check?"
4. What I can do is refer you to a free resource on "_______."
5. I do work with two pro-bono clients, who are in desperate need financially. I'll take your card and add you to the waiting list.
6. Yes, I do work with clients on "name the issue." Would you like to set up a consultation?
7. That will cost "x" per hour.
8. There's a lot I can do for you that's similar to the work I did for "xyz" client. Would you like to get together and build a marketing plan? (And then charge for those services.)
9. Well, I'd love to suggest something; however, my fees are "xxx" per hour.
10. Are you looking to hire me?
11. Are you looking to hire _____? Well, I'd love to talk to you about
What business valuation would you place on a distribution management software company with $1.5 million in annual revenues and $500,000 in losses? How about a healthcare software ASP with $300 K in revenues that is breaking even? These companies don’t exactly fit the 5 times EBITDA or the discounted cash flow valuation models.That is what makes software or technology based companies so much fun to sell. Arriving at a business value is done the old fashion way. You identify the universe of likely buyers, prepare your blind profile and NDA, and contact the president or person in charge of mergers and acquisitions. What you are trying to accomplish is to identify and articulate the strategic rationale for considering this acquisition.In the example above, our distribution management software company had adapted their software to a new vertical market while also introducing it on Microsoft’s .NET platform and upgrading from green screen to GUI interfaces. They were not getting any traction in the new vertical competing against the two dominant players in that space. They had, however, created a lot o
However, no one expects to go into a shoe store, ask for free shoes, and walk out of the store! If you don't value your services, no one else will. So if you're holding back information that you rightfully should be paid for, and you believe that you're hoarding or being stingy, please look to see if that belief is based in reality.
VERY big shifts indeed.
Tiffany Bond, principal at BrandBond in Seattle, said it best: "People seldom value an opinion they didn't pay for - but they will sure assess blame to it!" So if you're going to take the blame, at the very least, get paid highly for it!
Yes, providing some limited free advice may be a good marketing strategy. It may assist someone to trust you. On the other hand, it might have the opposite effect, and cause people to wonder why they should pay you when they're getting the information for free. So, just be careful that you're not giving away the shop. As I tell my clients, "learn from my mistakes (and I did give away the shop until I got smart!), and go and make better mistakes!"
And what can you say to people who 1) ask outright for free information, or 2) just start talking to you about something, and you realize that they're trying to "borrow" your valuable resources without becoming a client? Here are some ideas. Try them on to see what "fits" you best.
23 things to say when someone asks you - a service business owner – for free information!
1. My charge for an initial consultation is "x." If we turn out to be a good match, and you hire me, I'll apply 1/2 of "x" towards your commitment.
2. I'm happy to give you 5 minutes or less of free time, however, most issues are more quickly & effectively resolved in an undisturbed session(s). May we schedule a meeting so I can give you my undivided attention?
3. If someone is very persistent, whip out a stopwatch & say "For $2 a minute I'd be happy to go into this now. May I start the clock & do you prefer to pay with cash or check?"
4. What I can do is refer you to a free resource on "_______."
5. I do work with two pro-bono clients, who are in desperate need financially. I'll take your card and add you to the waiting list.
6. Yes, I do work with clients on "name the issue." Would you like to set up a consultation?
7. That will cost "x" per hour.
8. There's a lot I can do for you that's similar to the work I did for "xyz" client. Would you like to get together and build a marketing plan? (And then charge for those services.)
9. Well, I'd love to suggest something; however, my fees are "xxx" per hour.
10. Are you looking to hire me?
11. Are you looking to hire _____? Well, I'd love to talk to you about
Instant communication? Palm Pilots, laptops, cell phones, instant messaging devices - of all the communications tools out there, the single best one is still the business card. With it, you instantly communicate your name, your business, your contact information and, with a little design capability, your personal style.A well designed business card marks you as a professional, so make sure you choose a design that reflects the products you represent. Selling high tech computer equipment or software? A sleek, modern, minimalist design is perfect. Selling Victorian clothing or home d?cor accessories? A more elegant design with a floral or lacy theme may be more suitable. And while basic white is still popular, choosing a card design with dynamic colors will make your business card stand out from the crowd.Make sure you include all the information you need to make it easy for prospective customers to contact you. Your name and business address, landline and cell phone numbers, and email address will direct your customers to you. If you have a website, including the URL on your business card will also
And what can you say to people who 1) ask outright for free information, or 2) just start talking to you about something, and you realize that they're trying to "borrow" your valuable resources without becoming a client? Here are some ideas. Try them on to see what "fits" you best.
23 things to say when someone asks you - a service business owner – for free information!
1. My charge for an initial consultation is "x." If we turn out to be a good match, and you hire me, I'll apply 1/2 of "x" towards your commitment.
2. I'm happy to give you 5 minutes or less of free time, however, most issues are more quickly & effectively resolved in an undisturbed session(s). May we schedule a meeting so I can give you my undivided attention?
3. If someone is very persistent, whip out a stopwatch & say "For $2 a minute I'd be happy to go into this now. May I start the clock & do you prefer to pay with cash or check?"
4. What I can do is refer you to a free resource on "_______."
5. I do work with two pro-bono clients, who are in desperate need financially. I'll take your card and add you to the waiting list.
6. Yes, I do work with clients on "name the issue." Would you like to set up a consultation?
7. That will cost "x" per hour.
8. There's a lot I can do for you that's similar to the work I did for "xyz" client. Would you like to get together and build a marketing plan? (And then charge for those services.)
9. Well, I'd love to suggest something; however, my fees are "xxx" per hour.
10. Are you looking to hire me?
11. Are you looking to hire _____? Well, I'd love to talk to you about
Florida is one of the most attractive locations for business investments in the entire U.S. It is one of the fastest-growing states in the country and now ranks fourth in terms of population. Florida has a lot to offer in terms of business opportunities. It has a very business-friendly atmosphere and offers very low tax rates. Because of the excellent economic status of the state, it has become a magnet for business opportunities. Are you interested in setting up your own business in Florida? If you are, then you should know that there is a wide array of Florida businesses for sale that you can consider.Businesses for sale in Florida include franchises, home-based businesses, restaurants and buy/sell businesses. Also, since Florida is one of the country's top tourist destinations, there is a wide range of tourism-related businesses for sale. You can find these businesses for sale in various sources. Newspapers and magazines typically include advertisements of businesses for sale. You can also go online business to check sale directories and listings where you can quickly browse through and narrow down yo
3. If someone is very persistent, whip out a stopwatch & say "For $2 a minute I'd be happy to go into this now. May I start the clock & do you prefer to pay with cash or check?"
4. What I can do is refer you to a free resource on "_______."
5. I do work with two pro-bono clients, who are in desperate need financially. I'll take your card and add you to the waiting list.
6. Yes, I do work with clients on "name the issue." Would you like to set up a consultation?
7. That will cost "x" per hour.
8. There's a lot I can do for you that's similar to the work I did for "xyz" client. Would you like to get together and build a marketing plan? (And then charge for those services.)
9. Well, I'd love to suggest something; however, my fees are "xxx" per hour.
10. Are you looking to hire me?
11. Are you looking to hire _____? Well, I'd love to talk to you about that; my fees are "x" per hour."
12. You may call me for a 15-minute talk, very focused, on that issue.
13. "Well, the answer to that question depends" and then spend a few minutes explaining some of the options and considerations. For example, I may explain that the best way to identify the "solution" is to work backward from the desired end result and process. That provides a natural lead-in to: "If I were to work with you on this project, here's how we would do it..."
14. Sorry, I can't answer that unless you pay my fee (or hire me).
15. A complete answer to your question is going to take more than 15 minutes over the phone. Would you like me to send you a proposal on this?
16. I have really enjoyed talking with you and would like to help more. May I send you one of my brochures and a rate card?
17. Do you have a time line and/or budget in mind for solving this problem?
18. Have you looked at cost estimates from others who would like to help you solve this problem or complete this project?
19. It's not a good time for me to begin a session right this minute. Would you like to briefly discuss session times and fees?
20. Are you seeking generic free information on "the topic" or to work with a "your profession here" to address your specific situation? [If I have a free resource, I'll ask for their email address and send it to them.]
21. I provide a general 3-4 sentence overview of how I would address their concern with them. Then I say that I've found that the sorting of the information available and subsequent application of that information is so specific to each individual that I always recommend hiring a "your profession here" for getting that one project completed.
22. Well what I can offer you on that subject is an ebook (CD, audio, etc) called ________. I’ll email you the link.
23. Refer them to these "free" or "almost free" resources: ? The library has books/tapes/audios/CD/reference librarians. ? To an outsider, your local SBA and SCORE Offices "look" free. They're really not "free" either. Their classes "cost $" and their advice is paid for by all of us as part of our taxes. ? Find a professional who needs your services and see about some sort of in-kind exchange or barter. Again, this isn't totally free, as you do need to report it on your taxes, but in most cases, there isn't any money exchanged. ? Join lots of ezines by experts in the area you're looking to learn about, but do it quickly while they are still free. And know that the 'best of the best' contain ads and affiliate programs, too.
Marcia Yudkin, Marketing Consultant, Speaker and Author says this in Marketing Minute: (http://www.yudkin.com/) "You can head off a good portion of that from paying clients by setting down in writing what your fees cover and do not cover. While you don't want to come off as some sort of dictator with a stringent rulebook, it helps to set forth guidelines for a productive relationship. For folks who are not yet clients, feel free to copy what I do. If I can answer a question in five minutes or less, I generally just go ahead and do so. If a question is more complicated than that, I reply, 'I couldn't do justice to your question without a consultation. My consulting rates are ...' Prevent hassles by making expectations explicit!"
Remember, as a service business owner, part of what you "offer" clients and what they value from you is your knowledge and expertise. It's as much a part of your "services" as any tangible materials you produce. So make sure to treat it as such, and get compensated fairly! When you value your services, others will, too.
==============
With special thanks to members of the CoachU
Alumni Helping Alumni List
http://www.coachu.com/, Digital Eve Seattle and
Freelance Seattle,
www.freelance-seattle.net di
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