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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. 1. How to Create an EHR Software Sales Script
  2. 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. 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. 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. 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. 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. 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
  8. 8. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE CUSTOMER EXAMPLE PRODUCT Building Blocks
  9. 9. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE CUSTOMER EXAMPLE PRODUCT Building Blocks
  10. 10. Cold Call Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  11. 11. 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
  12. 12. VALUE POINTS PAIN POINTS CURRENT STATE PRODUCT PAIN QUESTIONS DISCOVERY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE First Appointment Script
  13. 13. 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
  14. 14. Voicemail Messages Voicemail #1 Voicemail #2 Voicemail #3 Voicemail #4 VALUE POINTS PAIN POINTS CUSTOMER EXAMPLE PRODUCT
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