How to CALL Your Way to 10+ Facility Contracts

James from Duet, an NEMT technology company, discussed with Christopher Buell, owner of NEMT Alliance, about cold calling to facilities for trips and contracts. Christopher has booked hundreds of meetings and gotten tens of thousands of NEMT trips from healthcare facilities. Learn the exact step-by-step approach he uses.

• Who to call and why
  Which facility types are the best targets for NEMT services, how to prioritize them, and what each one actually needs from a transport provider.


• How to get past the gatekeeper: the cold calling script
  Who to ask for, what to say in the first 15 seconds, how to handle objections, and how to land an in-person meeting rather than trying to sell on the call.


• Why to STOP telling facilities to sign a contract
  How to frame the relationship with a facility so it feels like a partnership rather than a sales transaction, and why that reframe changes the close rate.


• The in-person visit: what to bring, what to say, and how to be memorable
  How to present your service, what materials or leave-behinds to bring (service agreements, one-pagers, awards/credibility pieces), and how to differentiate yourself from the other NEMT providers calling the same facility.


• Closing the contract
  How and when to follow-up, the gap between a good meeting and a signed deal, and how to overcome the most common sticking points.


• Building credibility before picking up the phone
  How newer NEMT companies can build social proof and trust signals: awards, testimonials, professional branding, and how those tools feed directly into sales success.


• Avoiding the broker trap: why facility contracts are worth the hassle
  The economics of broker-based trips vs. direct facility contracts, why diversifying revenue matters, and the mindset shift NEMT owners need to make to invest time in outbound sales.

Want to learn how to do what Christopher does, check out NEMT Alliance.
Want Christopher to get you meetings directly, go to nemtsolutionscenter.com.

Booked the meeting? Our guide to getting your first trip from a facility meeting picks up where the cold call ends: the service-agreement ask, the in-service, and the follow-through that turns a yes into trips.

By James O’Donnell, Cofounder & COO at Duet