4 Ways to Get Your Patients to Refer People

There is nothing more satisfying than having one of your patients send you a family member or friend to get care.

It comes with a deep sense of connection, and knowing that somewhere down the course of care with this person, you did something right. A gratification for all the work that went in.

So how do you get patients to refer in more people? My original thought on this, when I was first starting, was that if I did a good job, the patients would automatically be lining up at the door waiting for me. * long silent pause *. For any of you that have actually been in practice, you know that this is not the case. While it does happen sometimes, that is not the main way that I have gotten referrals from my patients.

 

  1. Ask them – hands down the best way that I have found in my 3 years of practice is to simply ask people to send in friends/family. It is amazing. I used to be afraid to do this, thinking that it would make me look desperate or something, but you know what really happened when I asked patients to send people in? They did. Minimal work involved.
  2. When they mention someone else’s problem, talk about it- Heres another one that seems too simple, something that everyone must do already right? Well I didn’t at first. I found myself being very general about answering people’s questions about different conditions, or not answering at all. So if someone made a statement about their fathers shoulder pain, I would say “oh” and let them talk. Somehow I started actually going deeper with people on these topics, and telling them what could happen if it wasn’t taken care of, or what things that I could do to help, usually not directly asking them to come in. It’s about educating people.  Educating them, turns out, helps them trust you more, and more trust means more referrals. Minimal work involved.
  3. Give them more than they expect- other than providing quality care, follow up with them, get to know their lives, show interest in the things they are passionate about, open up to them, give them something from you. Make your patients feel special, feel passionate about coming in the office and they will start to send their friends in. Moderate work involved.
  4. Deliver high quality care- I have to put this one on here. Because it is true as well. If you do a good job, you will get referrals from that as well. But as I said above, definitely not my main way of getting patients. Moderate- High work involved.

 

I am not an expert in patient marketing and retention yet, all I can give you is my experience. And with my experience, the treatment is only a small part of what makes patients open up to you and want to send other people to you. Of course if you are a terrible therapist, it won’t help you keep patients. And the emotional connection that people get from you and the experience of being in the office plays a huge part as well.

3 of the 4 things listed above were more about me overcoming my preconceptions and/or fears associated with patient care, rather than anything to do with the quality of treatment I  am capable of giving. Remember when I said that you would learn more about yourself being in practice?! Heres another example. Connect with people and they will be fiercely loyal to you.

 

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The Chronicles of Sharen- Part 1

Part 1- My new job!

 

2013 –

I woke up early today, to make sure I would make the bus. I am so nervous. But I am ready. After waiting for this day for so long, I am not going to let my nerves get in the way. It’s the beginning of my chiropractic career. I’ve got so many ideas, and things I want to do. Finally now, its my turn to change the world, one spine at a time!

My boss Sharen is great. There was talk about a “team and family atmosphere”, a chance for me to grow and develop. A chance for me to find my ideal client, and specialize into my own niche. I start on a 50% basis. I get 50 percent of the profits from the clients I see, and down the line that will go up. I could even get a stake in the company!

I hope I can remember everything from school, I hope my hands are not too rusty, and I hope I can do a good job. I hope I can show them all how good I am. I am going to learn so much from Sharen, she is really good! And I get treatment every week!

There is another associate that started with me. He seems like a nice guy. We are going to be like a small family, we will work together and bounce ideas off each other. And there is Ann, our secretary/ practice manager. She is really nice too! “We work hard and we play hard”, as Sharen says.

A lot of other people told me to be careful in associate positions, but I got really lucky. I found my ideal practice, with a good percentage salary and a chance to grow and develop and move up! I can’t wait to see what the future here is going to be like!