Ready to launch, what's the first step ?

[Jenine]

I am ready to launch my company but am struggling on making that first move..I have a mobile ultrasound company and I am not sure how to go about getting out there. Cold calls? Mapping out private doctors? Face to face? Any suggestions..?. Thank you for you time, Jenine

Also what should I have in hand. What are the essential marketing materials needed when meeting a client for the first time?

[Steve Hand]

Jenine:
I just ran across this today, 6 weeks + after the initial posting, and imagine you have already had lots of answers. If not, or if still seeking ideas, please give me a call at 919-465-1667.

[Pat Howlett]

Glad Steve bumped this back on the radar.

My suggestion is to do a search via the inSiders page and see who works/targets the same market as you. I'd then reach out to them and have a "face to face /1 on 1" with them to find out "what they do and how you might help them" and share with them "what you do and the kind of help you're looking for".

My experience has been if I can find the right person who I can help and I do exactly that... they will help me in return.

That said, I would then suggest you reach out to some of the great Marketing Minds inSide919 to see if any focus on your specific market (you can search for these folks as well). I personally recommend Olalah Njenga (full disclosure she is a sponsor here) because I have seen her marketing training & materials and think she hit a home run with her approach.

Calling Steve would also be a good idea.

Hope this leads to the help and answers you're looking for.

[Brandon M. Nokes]

Jenine,

I am not sure what kind of responses you have had so far but I have a few things that I can offer....

When it comes to sales for a business that is new I think its important to reach out to as many prospects as you can. If you can avoid cold calling I would. Getting the businesses to call you and realize a need for your service is essential to a successful selling process. Face to face can be difficult when dealing with Doctors because they are always busy. If you can put together a simple package of material that will specifically note why your service is useful and how it can save them time, money or both that is also very helpful. Doctors are very motivated by the prospect of saving time or making more money so use that as a tool to get your foot in the door. A lot of times you will probably have to leave the materials there for them to look at and then come back another day to discuss it with them

Hopefully that is helpful, if you have any questions about that please feel free to email me.

Brandon

[Jenine]

Brandon,
I am not sure why but I am just getting responses now from this. Any how, I find it very hard to make time to get out there and make face to face meeting. I no the importance of it but when your a one man show its hard. I was going to out source for sale. Now for them to do face to face you are talking 5000 easy. But with cold calls they can assure at lease 8 appointment with potential clients per month for 1500 monthly. at a 3 month contract. How does that sound? I can use all the advice you have. Thank you for your time I no your a busy man. Can you reamed any one for outsourcing? Jenine

[Michelle Gower]

Jenine, I'm going to give advice from my heart that might come across as harsh, but I am not really about telling people just what they want to hear.

If you have zero time to get out there, you need to reassess. Businesses do not become successful by never leaving the house. You have the right attitude to start looking for ways to outsource what you don't have all day to do; I think outsourcing cold calls would be fine. I can't recommend a service because I've never used one. I certainly wouldn't sign a contract though. Ask for a 30-day trial.

One way to develop more presence is to find healthcare associations that have meetings, and contact them to see about sponsoring one of their workshops. This usually allows you to speak to the group for a few minutes, and leave your materials. Or, find some healthcare non-profits and offer to speak for their group.

Another way is to create workshops of your own for these healthcare folks centered around a topic that is important to them.

Still another way is to look for some social networks that revolve around healthcare professionals. Heck, start one right here at Ning.

Join local chambers and participate in the meetings and committees.

ALso, there are quite a few healthcare pros right here on 919. Reach out to them, provide something of value, and do it to the point that they are regularly thinking of ways to recommend you to others they know.

Here's the thing about time: it goes by, no matter what you do. Whether you get your face out there or not, it moves on. I would highly reconsider making face time in the area--Final Friday forums, the 919 socials, meetup groups, etc. If your time is that limited, please reassess what's on your plate and determine what might need to go on a backburner. It was hard for me--I thought--to get out of the house until I was sitting here in January 09 realizing I hadn't left the house in six months. I determined that I would schedule 2-4 1-on-1s a week from that point forward, and I've done that. First couple weeks are hard because you are changing things up, but trust me, you'll naturally work your schedule around to acclimate to the face time you COMMIT to putting in.

Good luck!

[Jenine]

Michelle.
Thank you for the kick in the butt. I need it . You are right and I just got to do it. This afternoon I will stop by a few office and drop by so materials. From day one of joining 919 I have seen you all over the sight. You are so involved and submit some much information I cant comprehend how you do it. I surely do admire your work ethic,

[Michelle Gower]

we could all use a good kick in the butt from time to time, and my inner circle gives it to me too. If you aren't committed to something you know you need to do, you need to really evaluate why you are avoiding it. Keep us posted! (and thanks for the kudos)

[Louisha Barnette]

Hello Jenine,

I think you have a great opportunity and more people need to hear about it. As a new mom (December 9) I would have loved to have your service.

Think of your market:
-Women who are on bedrest
-Women who would prefer the special touch of having it done in their home
-Women who would prefer the convenience and privacy

I would go where pregnant women go

-Prenatal yoga classes
-Prenatal massage
-Birthing classes

Read what pregnant women read

-Place an ad in Carolina Parent

Offer your expertise: consider offering prenatal classes where the ultrasound is a part of the package.

I hope this helps. I love your idea

[Diogenes Ruiz]

Jenine,

I was thinking of what to do to get your business up and profitable as quickly as possible and here is an idea which will also keep your cost down.

1) Make a list of the offices which are most likely to use your services. Start with those closest to your location. Call them and find out who manages that particular office or better yet who owns the office. If they ask why, tell them you an invitation to send and it is important they you have the right spelling of the name.

2) Create a simple an inexpensive invitation card. One that folds and goes into an envelope. Print your company name on it and you tag line. Whatever that may be. If you don't have one, you can try something like "Your Ultra Convenience with Our On-Site Ultra Sound" ...you get the idea. Something that captures the benefit of using your service in one sentence. Print the invitation in one color to keep the cost down, but use nice card stock and a nice envelope.

3) Hand write the addresses on the envelopes (very important), and use a stamp. Go to the post office an select the nicest stamps you can. They have all kinds of non-generic stamps. They cost the same as regular stamps. (do not use a postage meter)

4) On the inside of the invitation hand write your special offer to them. "Enjoy a complimentary on-site ultrasound service. Please call (insert phone number) or email (insert email) by (pick a date 35 days out)

5) Make sure you put your business card in the invitation.

6) Follow up in ten days with a letter introducing your self and describing your services. Again, handwrite the address and use a stamp. In your follow up letter invite them to call for the special offer only if you have not already heard from them.

I know you want to charge for services and whether or not you can do something like this is up to you. However, you might consider the cost and time that it will take to do everything else and compare it with just letting then try your service for FREE, one time. I suspect that once they experience the convenience of your service they will want more.

I hope this is helpful.
Best of luck,
Diogenes Ruiz

[Jenine]

Diogenes,
I am sorry it has taking me so long to acknowledge you brilliant ideas.

The time it takes to get passed everyone at the front desk and phone is weeks So I did the invitation..for a lunch and learn. so far I have 3 scheduled. It cuts a lot of time out and gets you straight to the source. I am finding that you have to come in with a peace offering"Food" Everyone loves free lunch..Thanks for your help it was very thoughtful of you. Thanks Jenine

[Daniel Carroll]

Hello Jenine,

I guess I'm a little late to this discussion but I believe that word of mouth is the strongest form of advertisement. But of course in order for that to work you will need to acquire a few customers. Instead of outsourcing a sales force, here's an idea. If you have friends with teenager, you might want to create flyers and have them (with the parents permission) distribute them in the neighborhoods. It'll be beneficial for you and you'll be putting a little pocket money in their hands to stay out of trouble.

[Jenine]

I think that idea is great..I am have a Mothers Day sale with the preventive screenings I offer and if I had my son(17 yrs) and his friend hand out the flyer's...save time and in the long run money..And lets not forget ..keeping them out of trouble.for a few hours anyway..
Thanks for your input..never to late for some new ideas..Thank you very much..Jeine..