The PT Marketing Newsletter | April-May

NEIL’S MARKETING CORNER

5 Successful Patient Referral Habits OF TOP PHYSICAL THERAPY PRACTICES

5. Connect With Past Patients Emails, Social Media, Newsletters, and other mailers should be second nature to your marketing plan to keep your practice top-of-mind. First,whenthepatienthas justcompleted care be sure to send an email request for a review. Online reviews create a trusted image for prospects looking into your services and allow you to utilize the patient’s referral even if they never tell another friend. Next, market the same referral system mentioned before in every newsletter, regular social media posts, and occasional special mailers. Your previous 3-5 years of patients could be a goldmine of referrals. The final and most important point we can make is to pay attention to the return and investment you make in each of these areas. One area working well? Consider ways to put more resources into growing it. Is there a relationship underperforming this month? See how you can rebuild it.

Clearly state the necessary materials for the process such as referral cards or brochures. Also, make sure one person is in charge of reordering. Get your staff on board. Host a training for your new system. An off-hours event with team building activities works best so nobody is distracted by other duties. 3. Wow Your Current Patients Focus on each step a patient takes during their time with your practice. You can’t generate referrals if your customer experience is just normal. When was the last time you ran out to tell all your friends about an experience you had that was “as-expected?” Sure it didn’t let you down but does it even cross your mind to share unless something stands out? From the front desk to the waiting room to their treatment, each interaction with your staff and your facility offers an opportunity to impress and educate your patients. 4. Make It Easy to Refer Patients are busy like you; even with the best experience, they won’t go too far out of their way to get someone to you. Give them tools! Patients may not know which of their friends need your service right away, but when it comes up in conversation they are very likely to pass along a brochure or a referral card especially if it includes a free consult.

Imagine if 1 in 3 patients replaced themselves with a friend or family member. What would that do for your practice growth? BUILDING REFERRAL PROCESSES CAN TAKE TIME, BUT WITH A FEW SIMPLE TECHNIQUES, THEY Think about it like investing – small steps which become a habit over time begin to build upon their own success. 1. Make It About Your Purpose Getting your staff on board can be one of the toughest aspects of referral generation for a PT Owner. No therapist wants to try and act as a sales rep, and patients don’t want to be sold! It is important to remember that helping is not selling when it is genuine and caring. PT’s love helping people – it’s what our careers are about! As an owner, it’s important not to push policies on your staff but instead RALLY them behind the mission of your practice. When this happens, referrals become natural conversations instead of sales pitches. 2. Automate Your Referrals Automation doesn’t mean high-tech, it means having a clear, repeatable system. CAN BE FRUITFUL FOR MANY YEARS TO COME.

Type out your referral system as a guide for your staff. Make it clear and simple.

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