We can’t emphasize enough how much success our clients get from building relationships through referral-based marketing. Whether it’s an existing staff member, marketing representative or themselves, getting out there and meeting potential referring offices has shown stellar results and helped many practices drastically increase their new patient numbers. Like other things, it does take time and can sometimes be a dreaded task, but referral-based marketing is something that most definitely should not be ignored. Whether you’re going out for the first time or you just haven’t been out in a while, read below for some ideas for connecting with potential referring offices.
1. LUNCH & LEARNS
An oldie but goodie. Schedule a lunch with a potential referring office and get a chance to meet their TEAM, chat with the physicians and even give a brief presentation about how your practice can help provide comprehensive care to their patients. Already did a lunch with them in the past? How about doing another? Lunch is simply a means to get in the door and build relationships. If the office has already referred in the past, it can’t hurt to say thanks and strengthen the relationship.
2. INSURANCE LIST
Don’t show up empty handed. Remember that a simple insurance list can be a powerful tool to help the referral process. Include all your practice information as well as your Tax ID and NPI #’s and any other information that will make for an easy referral process. Make sure it looks nice, is easy to read, and for an added touch, laminating the list will encourage offices to pin it up next to the phone.
3. STOP IN FOR A FOLLOW UP
Whether it’s an office that has referred in the past or a brand new office, stop in immediately after they send over a referral. No need to do this each and every time, but stopping in to follow up can be a great excuse to get you in the door, say thanks, and drop off more business cards and an insurance list. Sending a staff member? Send them with a hand-written thank you note for an added touch or mention that you happen to be in the area and figured you’d hand deliver a consult note. Stopping in for a visit can keep your practice top of mind and is a nice personal touch to show your gratitude and attention to their needs.
4. DON’T BE A STRANGER
Again, persistence is key with referral-based marketing. The more they are thinking about your practice, the more they’ll think of you come referral time. Make sure to consistently stop in and say hello. Even if not often, make sure you don’t go for months at a time where you don’t stop in. This could very well open up an opportunity for another practice to get in there. Drop in for a brief visit to say hello, say thanks, chitchat with the staff, or drop off some afternoon coffee and munchkins. Just remember to leave some more cards and insurance lists!