In this video, we go through our sales message brainstorming process to create an electronic health records software sales script. If you happen to sell EHR software, you will likely find the video very interesting. And if you do not, you might still find the video helpful as you can go through the same process using your own product or service.
It Starts With the Product
We don’t want you talking a lot about the product in your electronic health records software sales script, but our brainstorming process does begin with the product.
And we know that the product is EHR software, but what are the features that go with that? I like to get clients to try to outline “What is in the box?” when brainstorming a product’s features. Even if you do not sell a physical product, try to view what you sell as a box and outline what is in the box.
- Stores 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
Once you outline the features of the product, stop to think about how the product differs from the competition.
- Easier to use, quicker to enter and access information
- Communicates better with other facilities and providers
- Better at capturing lost revenue and expenses
The next step in creating an electronic health records software sales script is to try to think about the value or the improvements that it can deliver.
- 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
- Improve profitability for the practice
The next step in creating an electronic health records software sales script is to brainstorm pain points that you can help to fix.
- 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
After you brainstorm a list of pain points when creating an electronic health records software sales script, you can use those to think of pain questions to ask.
- How easy is it for you to quickly access patient information?
- How much of a priority is it to make processes more efficient?
- How do you feel about using paper records?
- How concerned are you about patient no-shows?
- 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?
Once you have all of those bullet points and blocks, you can mix and match those to create an outline to use when creating an electronic health records software sales script.