How to Create an EHR Software Sales Script

1. How to Create an EHR Software Sales Script

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. 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. 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. 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. • 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. 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. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

10. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

11. Cold Call Script
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

12. 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

13. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
PRODUCT
PAIN
QUESTIONS
DISCOVERY
OPEN
CLOSE
CURRENT
STATE
PAIN POINTS
PRODUCT
CUSTOMER
EXAMPLE
First Appointment Script

14. 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

15. Voicemail Messages
Voicemail #1 Voicemail #2 Voicemail #3 Voicemail #4
VALUE
POINTS
PAIN POINTS
CUSTOMER
EXAMPLE
PRODUCT

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