For many docs, after I say referral program, their first thought is of a affected person publication. Now, there’s nothing flawed with acknowledging publication is a good (and important) a part of constructing affected person loyalty and referrals, however it’s in no way a complete a part of your referral “program.”
To get to the place I’m going with this, let’s first outline the phrase “program”:
program (n): a system of initiatives or companies supposed to satisfy a necessity
On this occasion, your want is referrals, and plenty of them. Let’s face it, with out sufferers, there isn’t a follow. And within the case of referrals, it is rather usually the place the place you discover your greatest and most loyal sufferers.
However now let’s transfer to the primary half “a system of services or products.” The important thing phrase on this case is system. As soon as once more, we outline system as: “A functionally associated group of parts.” In different phrases, the weather all mix to create one factor: extra referrals to your follow.
There are numerous of those parts and under I’ve put collectively an inventory of those items that ought to all be included in your complete referral program:
Referral rewards (present playing cards, present certificates, complimentary companies)
Skilled relationships (not solely with different docs, however why not together with your actual property agent, insurance coverage dealer, and your well being membership coach)
A affected person publication
Affected person Communication
That is removed from a complete record of companies, however all of those are included in a referral program.
Instance CUTCO Knives: A well-liked job amongst faculty college students in the summertime, their program is predicated solely on referrals. On the finish of the gross sales presentation, whether or not the client buys or not, the gross sales individual lays a sheet out in entrance of the client with 10 clean traces on it and says “I’m positive of another individuals that may be excited about listening to concerning the knives you noticed at this time. In case you can be so form as to jot down down their identify and cellphone quantity, I might recognize it.”
Normally, the client will give 2 or three leads (or extra) to the gross sales one who then calls every and makes an appointment with them – resulting in extra prospects, and extra gross sales.
The above instance could not translate instantly into your dental follow, but it surely exhibits the ability of a program. CUTCO has it laid out, scripted, and developed that there isn’t a manner the client couldn’t present a referral.
The identical applies to your follow: How developed is your referral program? Do you ship a publication now and again, and hope the affected person is getting requested by considered one of your workers? Or does your month-to-month publication exit like clockwork, and your referral wording is such that each affected person will get requested for a referral at each appointment by a particular member of your workers.
Motion-to-Take Tip: Sit down some afternoon and put your referral program down on paper. Work out all the small print, all the way down to whose accountability it’s to ask for the referral on the appointment, and when the affected person will get his/her reward (instantly is greatest). Additionally work out the right way to talk your program to your sufferers (publication, in-office signage, workers). Then, the largest key’s to implement this system, and supervise the implementation. And naturally, watch your referrals develop.
Then you’ll actually have “a system of initiatives or companies supposed to satisfy a necessity.”