Practice-Reps recently signed two new agreements with clients in Southern New Jersey.

A four man neck and spine practice signed an agreement for part time marketing throughout south and central New Jersey with a focus on field referral marketing to the medical community and attorney’s offices.  “With 5 offices from Princeton to Sewell we expect to have a significant impact in clinical referrals as well as legal referrals related to automobile accidents for this important client”  Said Michael Ranson, Managing Partner of Practice-Reps.  “We do have good experience in the workman’s comp arena with other clients and we expect that these skills should easily transfer to the legal community as we strive to drive new referrals from this Lawyers involved in court cases related to auto accidents and slip and fall” commented Al Romanoff, Senior Advisor to Practice-Reps.

“The administrator for this client made it very clear to the board that she had no experience in recruiting and managing remote sales people and the task fell directly into our skill set”.  We’re glad to be of help as we strive to see that patients get the clinical benefits of this well trained and committed group of local surgeon” said Ranson.

A large 22 man Cardiology practice also signed on in October after months of discussion’s and consideration by their board.  This is the largest privately owned Cardiology practice in all of south Jersey.  While they are associated with five hospitals here, they realized that the local hospital liaisons were focused more on the hospital service line of cardiology rather than individual practices.  Hospitals often give the impression that they are marketing your practice but in fact they are marketing all groups associated with that service line in the community.  “In this scenario the hospital wins regardless of which practice grows.   You need to ask yourself …who is looking out for your practice?” Commented Romanoff.

Many of our clients experience a 40% growth (avg.), after just 12 months with our services.  We recently concluded another engagement with a local practice where we saw a 17% growth in the first four months alone before the practice was purchased by another entity.

“Our success is the result of decades of experience in this industry.  We know exactly who to hire, how to recruit and train them, and most importantly how to manage them to gain the best return on investment for our clients.  Yes we have turn over just as any employer but we’re responsible for that.  It’s our job, at our cost, to make sure you have the right rep making the right calls in the right area that result in new referrals for your practice” says Ranson.

For more information on Practice-Reps turn-key marketing or their new “train your rep” program contact Mike Ranson at 610-310-1621 or see them on line at www.practice-reps.com.

Referral Rep Training for your employees

After multiple requests from many of our clients we’ve finally developed a field marketers training program designed specifically for your employees!

1) Training. Now we’ll take our 20 years of knowledge and experience in referral marketing and train your employee in the best practices in field marketing. This person remains as your employee and you can manage them to serve you and the needs of your medical community as you grow your practice.

2) Recruiting and Training. Another option is to allow us to recruit, hire, and train your new employee for this position. Recruiting and hiring is key to filling any important position and after 20 years we know just what this hiring profile should look like. Let us use our experience to recruit , interview, hire, and train your new employee. When complete, you’ll have a capable and motivated employee who is able to hit the ground running to gain new preferred referrals for you!

As always we’ll retain our turn-key option of offering our trained employees to you on an on-going basis. These folks are hired trained and managed by us and we’re responsible for any turn over as well as on going training and motivation/management of these folks.

Some providers are simply more comfortable with the control and management of a direct employee. Now you can have this along with the experience of training from the leaders in the field of referral marketing representation.

Call today for pricing. Let us show you the affordability and return on investment of this powerful marketing approach!

Avoid these costly marketing mistakes

We’re starting to see more and more providers adopt the concept of direct to referral field marketers for their practices across the country. We’re pleased to see this as it confirms our early belief that direct marketing was the best return on investment for most medical specialty practices.

We’ve been managing marketing reps and professional medical sales reps for more than 30 years and we learned a few things along the way:

1) Training, education, and experience, in short qualifications, are important for this position. Nothing can replace experience…and yet providers try to short change this continually. Experience teaches your rep to develop a marketing strategy, manage their time, prioritize their prospects, identify hidden decision makers, follow up and respond in a timely manner, develop sales tools that the client values which get them in the door, build honest relationships that result in trust, etc. on and on and on.

Sales training is critical because it teaches your rep to ask just the right questions that guide your referral sources to take action for you.  Empathetic listening skills are key to this process and yet they are seldom practiced by the untrained sales professional.

2) Even your best people need to be managed and held accountable. In short, there is no substitute for experienced management oversight of your employee’s….especially remote employee’s. For instance;

  • How can you hold this person accountable when you have no real long term experience in this same position?
  • How much effort is enough? When is it too much?
  • When will your rep’s efforts alienate prospective clients rather than attract them? How many times should they call on a client? How much is too much?
  • Who is really making the referral decision in each practice?
  • How can you coach your rep through a difficult scenario or client when you’ve never really done it yourself?
  • How do you coach them to manage a territory?  Do you know where to begin?

3) How does one recruit, hire, and train an employee for this position?
Do I advertise on Craigslist? We don’t.
Should I hire a full time person? We don’t…and for reasons beyond costs/benefits.
Should I hire a Pharma rep? We don’t. We might hire someone with specific experience who also has pharma experience but the pharma model alone does not work for us or many other employers.
What other “sign posts” do you look for in hiring this person?
• Former athletes are good because they are disciplined and competitive by nature and training. We know how to use this competitive nature to achieve ever greater results.
• Motivation. Everyone says they’re motivated but what kind of indicators can you look for that proves motivation today?
• Education and training? Which training program is the “Gold Standard in professional sales versus fluff programs”? What kind of educational standards can we expect/command? BS? MBA? What is enough and how much is too much for this job?

Some firms suggest that you appoint a staff nurse or patient provider to this job. We know, based on our experience, that this never works, its apples and oranges…square pegs in round holes, etc. Clinicians are not trained in professional sales and their listening skills are different based on their training. In short, clinicians are trained to tell you what they know, (after years of boards and various testing), whereas sales reps are trained to ask questions and listen to the needs of the client. Referral sources don’t want to be told, they want to be heard.

We believe that this is an important position that merits credentials, qualifications, and management oversight for this person who represents your entire practice to the referral community. In our view this type of responsibility should require a professional with proper education and training, along with experienced on-going management at a reasonable cost.

Practice-Reps offer’s multiple options to help you with this process; from 1) turn-key in field support 2) remote management 3) assistance in hiring and training. Put our 30 years of experience to work for you.

Would you ask your staff to fix your plumbing or prepare your taxes? Would you hire an inexperienced electrician or attorney? Don’t throw good money after bad. Invest in this process with an experienced management team.  Give us a call at 610-323-4793; see our case studies on line at: www.practice-reps.com

CASE STUDY 0026 – We look for opportunities to serve your referral sources on your behalf

We recently experienced a significant increase in referrals for one of our clients, a fertility practice in central New Jersey, and we began to look at what might have changed in our marketing efforts to spur such an increase.  As you might suspect we could not identify a single [...] Continue Reading…

Practice-Reps signs agreement to market Balance Centers in New Jersey

Practice-Reps signed an agreement today to begin marketing a balance testing center in New Jersey to nursing homes, rehab centers, assisted living facilities, etc.

In the past balance testing involved a series of movements and motions which providers assumed were predictive of a patient’s propensity to fall.  These test were [...] Continue Reading…

CASE STUDY 0025 – Hospital Owned Cardiology Practices

In October of 2012 we were recruited to market two large cardiology groups which were purchased and merged by a health system in southern New Jersey.  These practices had been highly successful for decades prior to purchase by a large regional hospital chain and they cared for nearly two [...] Continue Reading…

Practice Liaison, Marketing Rep, Physician Liaison, Practice-Rep… Should you hire your own employee for this position?

We’re starting to see more and more marketing firms offering the concept of direct to referral field marketers to their prospective clients across the country. We’re pleased to see this as it confirms our early belief that direct marketing was the best return on investment for most medical [...] Continue Reading…

Medical Practice Marketing from Practice-Reps

Simple, low cost patient service tips that you can implement today.

• Track all referrals so that you can acknowledge new referrals and measure existing ones
• Consider a well placed ad in your waiting room describing any ancillary services available through your practice or other practices whom you partner with.
• Send patient welcome [...] Continue Reading…

HIRING VS CONTRACTING YOUR PRACTICE-REP – Part 3 – TRAINING

In this series we’ve been talking about facets of referral marketing to consider when deciding whether to hire and manage your own representative to market your practice or to contract with professional medical referral marketers. In parts 1 and 2 we addressed costs and recruiting issues. Here we’ll examine [...] Continue Reading…

HIRING VS CONTRACTING YOUR PRACTICE-REP

What about recruiting?

In this second of a series looking at facets of the question many medical specialists are forced to ponder in an increasingly competitive field we consider the task of recruiting the best representative to market your practice.

You may be aware of data1 supporting the increased value [...] Continue Reading…