How To Market DSNP to Provider Offices

Amanda Simpson - Medicare Director

Providers:
Provider marketing includes marketing and forming relationships with the physicians, pharmacists, dentists, chiropractors, etc., that your LIS  and MSP consumers frequent visit. These are influencers where your  potential clients are ready turn to for advice and trust and include the following:

  • Primary Care
  • Physicians Specialists
  • Dentists
  • Podiatry
  • Pharmacy
  • Pharmacists
  • Vision
  • Hearing
  • Chiropractors
  • Acupuncture
  • Hospital/FQHC

Your first step is to identify a list of providers to visit. As mentioned, LIS  and MSP consumers have limited income so you should search  providers in the heart of lower income areas. Depending on the types of providers you are targeting, make sure you have appropriate  material to leave behind for both consumer and provider facing. For example, when visiting dentists, you would provide D-SNP benefits on  dental or at Pharmacists you would include LIS materials on potential  Extra Help savings.

As you go out and meet these providers, your goal is to build a relationship with them and help them by alleviating a pain point or benefiting them and their patients in some way. You can do this by presenting yourself as a trusted, knowledgeable source the at can help the provider by answering patient, physician, and staffs Medicare questions or by holding provider lunch and learns or patient educational events on Medicare topics. As we know, Medicare is complicated, and it helps them to have an expert to direct all questions too. You can also help them keep patients in their network by offering to  help them identify and enroll in plans that have the provider in their  network.

In the case of LIS and MSP, you can educate providers on the different savings and plan benefits that help their patients. Specifically, for D-SNP, this includes bringing D-SNP provider education packets with  information and resources that can help consumers and physicians.

Each carrier has a myriad of D-SNP materials. Below is an example of  materials you can get from the Medicare Toolkit that are  included in the Provider Packet:

D-SNP Provider Leave Behind Letter
D-SNP Provider Journey Map
D-SNP Provider Quick Reference Guide
D-SNP Provider Benefit Overview Flyer
D-SNP Provider Educational Resource Flyer
D-SNP Benefit Flyers  

Provider tips:

  • Get to know the front desk workers. They are the gatekeepers and  influencers.
  • Ask to speak to the business office manager.
  • Take a few minutes to quickly show the materials in the provider packet.
  • Ask if you can leave consumer facing flyers in the lobby.
  • Make regular visits to replenish or swap out flyers, bring treats to  staff, or fill lobby candy dishes.

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