ZMED SOLUTIONS LLC

Sample Script

• Introduce yourself by first and last name and the name of the Company; if you have a difficult name,
choose a simple name like John/Jane Smith or something like that.
The script is merely a recommendation; you may modify it any way you like. Whatever works for one
person may not be the same for others. You can change as you go; the goal is to make a sale.

• Deliver a compelling reason why a conversation is merited, in terms of the prospects' business not ours.
In our case, it is our quality of service and, it is our rate of 4% of the insurance collections.
You don’t need any technical information; that is our job. You need to establish that they need our
services, and guide them to our appropriate website. Once they show interest, you make an appointment
for us to talk to the prospect on the phone. This may take several calls.

You have to invite them to review our website http://zmedsolutions.net. One thing that differentiates us
from other companies is the quality of our services, but they would not know it, until they review our
website.

Generally Psychiatrists, Chiropractors, Physical Therapists, and Family doctors are easier to sell. You
almost always talk to the office manager but sometimes the doctor.

First Phone Call: The purpose of this phone call is to screen the prospects and get the email addresses of
those that are interested.

Good morning/afternoon. Hello, my name is . I’m with ZMED SOLUTIONS LLC.

ZMED SOLUTIONS is billing company for doctors, we are located in Minneapolis, MN. We have been in
business since 2011 and have over 200 clients.
May I speak with the doctor or office manager?
Prospect: What is this about?

I would like to introduce our company which does insurance billing at only 4% of the collections and explain
how we can increase your collections and profits by 10-20% at below the market rate. We have been in business
for over 8 years and we provide references. (Please note, our rates are much less the market rate which is 6 to
8%).
We offer services, nationwide.
We charge 4% of the collections from the insurance companies. Month to month contract which you can cancel
anytime. WE OFFER A 30 DAYS FREE TRIAL. Free trial is the best marketing tool we have.
Are you currently handling the billing internally, or do you use a medical billing company?
(If the client engages in conversation about billing, you can talk to them).

I would like to email you some information about our company. (If they are interested they will give you the
email address). This step is finished.

Send an Email: with appropriate website link, and YOUR phone number, you want to be kept in the loop.
Email them appropriate info about our services, referring them to the proper website. (A form email is
provided).

The second phone call; A few days after you have sent them an email, call them to see if they are
interested.
If they are interested;
I would like to schedule a tentative telephone appointment for 10 to 15 minutes to talk on the phone in more
details about our services and show you how we can help you increase your collections and profits. I will email
you or call you to confirm the appointment.

(If yes)
What Date and Time would work best for you? (Set Date and Time)

At this time I would like to verify some preliminary information so that we are able to assess properly.
How many Dr’s?
Do you use a practice management system?
What is the monthly collection from the insurance companies?
How many patients per day?
Specialty(s):____________
Address
Cell Phone
Alternant time and date for contact

(Close)
Our office will contact you.

Second E Mail:

Send the client an email, confirming the appointment.

When an appointment has been confirmed, send us an email; forwarding the prospect’s response if any.

Also please note that sometimes it may take multiple phone calls to a prospect before he/she would agree
to a telephone appointment. You have to explain our services, and he may have questions for which you
may have to contact us for answers. He may want to review the website before he makes an appointment.

Critical Things We Learned about Telesales

It is not so much what you say, but how you say it.

1. Transition to the phone appointment request.

Don't lead with a request for an appointment. It is like asking someone to marry you before
you ask them out on a date first. After you give your value proposition, ask the prospect if they would be
interested in learning more. Send an email with information.

2. Sell the value of the Telephone appointment.

Tell your prospect exactly what value they will get out of the telephone appointment, even if they don't decide
to buy our services. They would at least learn how they can save money.

3. Don't ask for too much time.

Ask for 10 to 15 minutes. Getting your foot in the door is the key here.

4. Answer Your Phones. You may have to leave a message many times, when they call back, and if you don’t
answer your phones, most will not leave a message. The lead is lost. If you can’t answer your phones, do NOT
take this job. You will not succeed.