NEMT Experts Podcast Episode 23: How to Sell NEMT Services
See the full interview on YouTube.
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Podcast Show Notes:
Bambi CEO Nirav Chheda talks with Christopher Buell from the NEMT Solutions Center.Chris offers advice on how to find and contact potential clients. He says that the biggest pain point for NEMT businesses is that it takes time to win private pay work. He recommends that businesses create a prospect list of both private pay clients and brokers. Cold calling is key, and Chris says the key is to be persistent and professional. You should aim to talk to the decision-maker at the facility.Learn more and reach out to Christopher at: https://nemtsolutionscenter.com/
Key Points
- "Never prejudge where the business is coming from."
- They don't need you [...] It's our job as business owners to bother the client and let them know we're available."
- "Do you care if I drop off brochures?" (A great way to get an in-person meeting once phone contact is made)
- "[...] pick up the phone and sell. They're too lazy to go down there."
- "You just got to put yourself out there."
- Don't be discouraged by slow starts. Securing private pay may not happen immediately, but consistent follow-up is crucial.
- Target the right facilities. To practice your selling skills, start with facilities in areas where you don't want to primarily do business.
- Don't underestimate the value of in-person visits. Once you have phone contact, drop by with brochures to further establish the relationship.
- Consider a mix of private pay and broker work. Especially in the beginning, utilize brokers to bridge the gap while diligently building your private pay clientele.
- Hard work and persistence are the ultimate keys to success. While Buelll can provide valuable guidance and tools, the NEMT owner must be the driving force.
- Christopher Buelll is a non-emergency medical transportation (NEMT) expert, having owned and operated his own successful NEMT companies.
- He now focuses on helping other NEMT businesses succeed with a primary emphasis on securing profitable private pay work with facilities like hospitals and nursing homes.
- Buelll stresses that finding private pay contracts takes time and consistent effort.
- Persistence is key – facilities are busy. He believes business owners must take responsibility and make the outreach calls to remind potential clients about their services.
