Ask Our Experts: How do we get more referrals for our specialist?
Question: How do we get more referrals for our electrophysiology doctor? What do we need to do to identify referrals? --C.G., Cardiology
Answer: The fastest way to increase referrals for any subspecialty physician is to utilize a practice liaison whose main call point is the front desk staff, office manager, referral nurse coordinator and/or nurse practitioner in potential referring offices.
In most offices these individuals are controlling a majority of referrals and by building relationships with these individuals through regular visits and by presenting the unique value of your doctors, their referrals will come.
Sometimes it is a simple as finding out what the problems are your potential referring offices are experiencing with the current offices they refer to and solving those problems by making your practice easier, simpler or faster to refer to.
Referring staff appreciate offices that make their jobs simpler. But remember: Out of sight, out of mind. Your practice liaison needs to make regular monthly visits to start and then once the referrals come, be in these offices at least on a quarterly basis.
Marketing expert Jonathan Vidal, Senior Director, Consulting Services, for Practice Builders, answered this question. Mr. Vidal is a former senior director of marketing for Endocare, Inc., a medical device company, and a former director of marketing for Circon-ACMI, the largest producer of medical endoscopes.
Answer: The fastest way to increase referrals for any subspecialty physician is to utilize a practice liaison whose main call point is the front desk staff, office manager, referral nurse coordinator and/or nurse practitioner in potential referring offices.
In most offices these individuals are controlling a majority of referrals and by building relationships with these individuals through regular visits and by presenting the unique value of your doctors, their referrals will come.
Sometimes it is a simple as finding out what the problems are your potential referring offices are experiencing with the current offices they refer to and solving those problems by making your practice easier, simpler or faster to refer to.
Referring staff appreciate offices that make their jobs simpler. But remember: Out of sight, out of mind. Your practice liaison needs to make regular monthly visits to start and then once the referrals come, be in these offices at least on a quarterly basis.
Marketing expert Jonathan Vidal, Senior Director, Consulting Services, for Practice Builders, answered this question. Mr. Vidal is a former senior director of marketing for Endocare, Inc., a medical device company, and a former director of marketing for Circon-ACMI, the largest producer of medical endoscopes.