Selling billing services means getting past a front desk that is checking in patients to a practice owner who has heard every billing company pitch. Montana finds independent practices by specialty and city, preps each call in the language of denials and A/R and handles the follow-up work after it.
Free. No signup. About a minute. He reads your site and shows who he'd call.
By Nabil Irfan, founder of Sales Montana · Updated
The decision usually sits with the physician owner or, at a larger group, the practice administrator. The office manager feels the problem day to day: claims sitting unpaid, denials piling up, a biller who just gave notice. Win the office manager first and they will often set up the call with the owner.
Independent practices are easy to find by specialty and place: physical therapy clinics, chiropractors, behavioral health groups, orthopedic and dermatology practices in the metros you serve. Montana runs that search and returns practices with phone numbers. The public NPI registry is another source; filter by taxonomy and state, then import the result as CSV or XLSX.
Open with something specific to their payers or specialty. "Are your denials coming mostly from one payer, or across the board?" or "How much of your A/R is past ninety days?" An office manager fighting a denial backlog will tell you.
The objections:
A good next step is a review of their A/R aging or denial report, or a short call with the owner and office manager together.
Montana reads your website to learn which specialties you bill for and what you offer, such as credentialing, denial management or full revenue cycle. Then he drafts a first campaign for you to check.
Add your service sheet and objection answers to the company brain, and the pre-call brief carries your positioning on payers, denials and A/R days. The rep also sees what was said last time and a line to open with.
Office managers say "call me after lunch" and "send it to the doctor". Montana books the callback in the practice's time zone, proposes the owner as a new contact and drafts the email, with reply-all keeping the office manager copied. Nothing changes until the rep taps Accept, and every action has an Undo.
Plenty of practices still want paperwork by fax. Your numbers send and receive faxes, and an inbound fax is matched to the practice by its number so it lands on that account's timeline.
Front desks are busiest at opening and right after lunch. A workable shape is a call, an email to the office manager, a second call two days later at a different hour and a task to fax your one-page overview. Then loop the last step every thirty days, because practices change billers when someone leaves. The per-hour breakdown shows when your practices actually pick up.
Does Sales Montana handle patient data or claims?
No. Sales Montana is a calling and CRM tool for selling to practices. It does not handle patient data or claims and is not meant to hold patient information, so we make no HIPAA claims for it. Keep calls on your services, and if a practice starts reading out patient details, ask them to stop.
Are calls recorded?
By default, yes, and recording can be turned off per workspace. Whether you must announce it depends on where you and the practice are, and that decision is yours.
Can we target one specialty at a time?
Yes. Run a campaign per specialty with its own reps, cadence and scoring rubric, so a call to a chiropractor is judged on different things from a call to an orthopedic group.
Can we keep practices that said no off the list?
A practice that asks not to be called goes on the workspace do-not-call list, and that number cannot be dialed from the queue or by hand.
He reads your site and shows which practices he'd call first, before you have given us an email.
We run Montana for healthcare revenue cycle and medical billing teams today. See the other industries Montana runs outbound for.