STEP 3 GENERATE MORE PHYSICIAN REFERRALS
Why should a doctor refer to your practice? It is a valid question, and one that you should be able to answer easily. Wouldn’t it be nice to walk into a doctor’s office and have the doctor say to you, “yes, I know who you are and I have heard the great things that you do, what’s the best way to refer to you?” It’s not science fiction, it can be done. The secret lies in gaining trust with the physician and their staff as the experts to refer their patients to. Even if a physician is in network with a group, they can still refer some patients to you, in fact in our practice, our top 5 referring physicians had their own PT practice! Here are some tips to do just that: • Make sure that you are asking your patients for testimonials and that you are promoting these to doctors, current and past patients, as well as anyone else in the community. • Train your staff to ask the patient when they are returning to the doctor. Have them remind the patient to report to the doctor on how well they are doing, and to thank the doctor for sending them to you.
• Make sure the doctor constantly receives professional marketing information from you. Realize that most doctors have littleunderstanding what you do, what types of patients to refer to you, and when to send. Most patients who need you will never be referred to you, simply by lack of know-how on the doctor’s part.
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