How to Create an EHR Software Sales Script
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How to Create an EHR Software Sales Script
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How to Create an EHR Software Sales Script
- 1. How to Create an EHR Software Sales Script
- 2. EHR SOFTWARE PRODUCT DIFFERENTIATION FEATURES • Store medical documents in digital format • Tracks patient medications • Prints out and sends prescriptions • Automated appointment reminders • Billing & hospital information systems integration • Push or pull data between EHR systems • Easier to use and set up • Quicker to enter and access information • Communicates better with other facilities and providers • Better at capturing lost revenue and expenses
- 3. PRODUCT TARGET LONG-TERM HEALTHCARE PROVIDERS EHR SOFTWARE • Make something work better • Make something easier • Decrease time • Increase revenue • Decrease costs • Decrease risk • Improve visibility • Easier and quicker to access patient information • Streamline administrative processes and patient care • improve the quality of care • Decrease patient no shows • Streamline billing processes to get paid faster • Share information with other providers VALUE IMPROVEMENTS • Store medical documents in digital format • Tracks patient medications • Prints out and sends prescriptions • Automated appointment reminders • Billing & hospital information systems integration • Push or pull data between EHR systems • Improve profitability for the practice
- 4. IMPROVEMENTS CHALLENGES/CONCERNS PRODUCT TARGET VALUE PAIN • Easier and quicker to access patient information • Streamline administrative processes and patient care • improve the quality of care • Decrease patient no shows • Streamline billing processes to get paid faster • Share information with other providers/facilities LONG-TERM HEALTHCARE PROVIDERS • What is the opposite of the improvement? • What problem goes away with the improvement? • What problem starts to happen if this improvement is not provided? • Not able to easily and quickly access patient information • Administration is more expensive with paper records • Quality of care could be improved with electronic records • Patient no-shows are costly to profitability • Manual processes slow down billing and getting paid • Difficult to communicate with other providers/facilities • Improve profitability for the practice • Profitability is easily impacted by inefficiencies
- 5. CHALLENGES/CONCERNS • How easy is it for you to quickly access patient information? • How much of a priority is it to make processes more efficient? PAIN QUESTIONS • How do you feel about using paper records? PRODUCT TARGET VALUE PAIN QUESTIONS • How concerned are you about patient no-shows? • Not able to easily and quickly access patient information • Administration is more expensive with paper records • Quality of care could be improved with electronic records • Patient no-shows are costly to profitability • Manual processes slow down billing and getting paid • Difficult to communicate with other providers/facilities • Profitability is easily impacted by inefficiencies • How helpful would it be to get paid faster? • How difficult is it to communicate with other providers/facilities? • How much of a priority is it to improve profitability?
- 6. • Are you using any type of EHR software today? • Who are you currently using for EHR software? CURRENT STATE QUESTIONS • What processes are still using manual and using paper documents? PRODUCT TARGET VALUE PAIN QUESTIONS • Who in the organization is responsible for systems and processes? • When does your current agreement with your provider expire? • How many facilities do you have? How many employees do you have? • What is your current patient no-show rate? • Currently have what you sell? • Current vendor/provider • Current systems and processes • People in the organization • Current contracts and expiration dates • Size details – number of sites, people, systems, etc. • Current performance/stats (technical, marketing, financial, etc.) • Last time evaluated other options AREAS TO ASK ABOUT • When was the last time you looked at improving this area?
- 7. CUSTOMER • A long-term care provider • EHR software platform CUSTOMER EXAMPLE • Administration is more expensive with paper records PRODUCT PAIN POINT VALUE POINT • Streamline administrative processes and patient care PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE VALUE POINT • Improve profitability for the practice
- 11. Cold Call Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
- 12. EHR SOFTWARE PRODUCT DIFFERENTIATION FEATURES • Store medical documents in digital format • Tracks patient medications • Prints out and sends prescriptions • Automated appointment reminders • Billing & hospital information systems integration • Push or pull data between EHR systems • Easier to use and set up • Quicker to enter and access information • Communicates better with other facilities and providers • Better at capturing lost revenue and expenses
- 13. VALUE POINTS PAIN POINTS CURRENT STATE PRODUCT PAIN QUESTIONS DISCOVERY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE First Appointment Script
- 14. Cold Email Campaigns Email #1 Email #2 Delay (1 or 2 weeks) Email #3 Delay (1 or 2 weeks) Email #4 Delay (1 or 2 weeks) Email #5 Delay (1 or 2 weeks) Email #6 Delay (1 or 2 weeks) VALUE POINTS PAIN POINTS PAIN QUESTIONS CUSTOMER EXAMPLE PRODUCT VALUE POINTS
- 15. Voicemail Messages Voicemail #1 Voicemail #2 Voicemail #3 Voicemail #4 VALUE POINTS PAIN POINTS CUSTOMER EXAMPLE PRODUCT
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