Marketing a medical billing business is really no different than any other business.  In order to get a client you really have to find their pain.  The bigger the pain, the bigger the opportunity and with the rate of change to regulations and costs in the medical billing industry provides an ample opportunity to take the pain away from the physician so they can go to work doing what they are good at.  More than likely the physician is already using someone to do their our coding and billing, so what is it that you can do better/different than them?

When you go out and talk with enough providers, especially the small offices, you will find a number of stories about how hard it is to keep good employees.  Typically with the small offices, once someone is trained and they are proficient, they go to a bigger provider for better pay or they start their own business. 

One suggestion to set your business apart from other medical billing companies is to offer ancillary services in addition to billing so your initial approach isn't even about the billing, which the physician gets info several times per week. 

Another suggestion is to not focus on telling the provider that by them hiring you, they will save money in bold print.  Especially when you then show the upfront startup fee, their question is how are you saving me money. 

Another point to consider is that many providers will not entertain anybody that wants to work from home because of so many people being ineffective in that environment.  Not that everyone who works out of their home is bad, but it gives off an unprofessional image and so many physicians have been burned by work-at-home's.