Painlessly Develop New Referral Sources
“How do I get more referrals during the slowing economy?” wins the grand prize for most-asked question received at “What’s Working.” We have good news: follow a few simple strategies and you can quickly increase your referrals without ever looking desperate or greedy. Here’s how….
1) Ask your patients. Did you ever finally work your courage up to ask a girl out on a date, sure that you would be rejected – and then find, to your amazement, that she was just waiting to be asked? Get ready for the same experience when you ask your patients for referrals. Focus on your “raving fans,” those patients who have had the best treatment outcomes. These grateful patients want to help you. Give them the chance and your bravery will reap rewards for your practice.
2) Turn your staff into raving fans of your practice. Give your staff a stake in your success, and they’ll be in a great position to create happy patients who will refer their friends and family members.
Here are some good ways to do it:
A. Make sure they understand your goals, your visions for the practice, and any promotions you have running. You never want this to happen:
Caller: “Hey, I saw your ad.”
Staff member: “What ad?”
Keep your staff informed. They’re a potent tool for you to attract more patients and referrals.
B. Hold regular staff meetings. People like to be in the loop. When you give them information, they feel valued, and they are valued. That feeling converts to wanting to do more for you, to help you do better. To gain you more referrals.
Notice #1 and #2 don’t cost you a dime and offer a potentially large return – an ideal investment especially in today’s uncertain economy.
C. Incentivize your staff as a group. Set a benchmark based on your practice’s history. Tell your staff, “If we book X additional appointments, everybody gets Y.” Try to avoid incentivizing your staff individually, which tends to pit employees against each other. Incentivizing everyone together works better.
3) Go ask referrers. Time to muster up your courage again. There is no substitute for an in-person visit. When you finally get a meeting with the physician (yes, it may take a few tries) dwell on the benefits you offer him/her: The patients he sends to you will heal faster. They will receive top priority in your office. You will make the referring doctor look good. And don’t forget the front-desk staff. Often they are the true directors of referrals. Treat them well and they are likely to send more referrals your way.