Imagine if 1 in 3 patients replaced themselves with a friend or family member. What would that do for your practice growth? Building these referral processes can take time, but with a few simple techniques, they can be fruitful for many years to come. Think about it like investing—small steps which become a habit over time begin to build upon their own success. The key to getting more word-of-mouth referrals is marketing to your past patients every month! 1 MAKE IT ABOUT YOUR PURPOSE Getting your staff on board can be one of the toughest aspects of referral generation for a Practice Owner. So the key to a good referral system is it must be about your mission to help people feel better. PTs and Chiros 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. Helping is not selling when it is genuine and caring. When everyone stays focused on finding more people who need help getting off medication, avoiding unnecessary surgery, playing with their kids or grandkids, or getting back to sports, 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.”
That’s a tip Jamey Schrier, PT of the Practice Freedom Method gave us. You see, generating referrals is vital to growth – but you can’t spend all your time on it! Instead, you need a clearly defined process your entire staff can be trained to fulfill. A REFERRAL PROCESS EXAMPLE Around the 5th visit—or when your patients on average are seeing real results – the therapist sits down and asks to take the patient through a short quality assurance form. The questions are:
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How are you doing, are you feeling better?
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What specific ways are you feeling better?
• Would you return to us for future pain issues? • Would they like to help someone they know feel better as well? Most of us can think of a friend or family member who doesn’t feel perfect. When they begin to talk about someone, ask for specific issues and offer them a brochure or newsletter on that topic to pass along. Also, if it is a family member, allow them to bring them on their next appointment for a free conversation about their pain and treat it like a mini-evaluation. These steps build upon the patient’s happiness with their results, and build trust in the referral.
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