We met Sara Hansen across the aisle at a chiropractic convention in Orlando, where her booth was giving away a Yeti cooler. Turns out the Yeti wasn't the strategy. Sara went from Bushido Billing's first hire to COO of a 33-person team, and her best lead source is something absolutely anyone can do: answering people's questions in a Facebook group without ever pitching.
What we cover:
- Only sell what your team can deliver: what happens when the thing only you can do gets sold 15 times
- Predictable Success by Les McKeown, and why Sara's managers and billing specialists put the company in completely different stages
- Black-and-white SOPs for the frontline, gray SOPs for managers, and how over-systematizing lands you on the Treadmill
- Saying no to the wrong client: Sara's five-complaint filter, plus Craig's honest admission that referrals from trusted partners are still his weak spot
- Community and culture as marketing: the Jane App Facebook group, a team ambassador program, and why Sara would rather stay at 33 happy people than grow to 200
The One Thing: Find the online community where your customers already ask for help, and start answering. Don't drop your company name and don't pitch. Be the right answer often enough and people start messaging you. It costs nothing but your time.
Sara Hansen is COO of Bushido Billing, a medical billing company that works mostly with chiropractic clinics. If you've booked a discovery call with them, you've probably talked to her.
- Website:
https://bushidobilling.com- Book a discovery call:
https://bushidobilling.com/book-call/- Phone:
(206) 670-9001 - LinkedIn:
https://www.linkedin.com/company/bushido-billing/Sara said yes on tape to coming back for a client avatar episode, so we're holding her to it. Until then, Caitlin roasts her pumpkin seeds firecracker style, Sara thinks they taste like cardboard, and Craig still doesn't have a Yeti. If this one helped, send it to the business owner you know who's still taking every sales call themselves.