Do Your Advocates Know How to Refer You?
First of all what’s the definition of advocate?
I want to make sure that you get this right.
It’s a person or in our case patient that supports or promotes the interests of another, which is you.
Whether you ask for referrals or not, (and if you’re not you should be, if you are doing fantastic work for your patients (a big IF for some in this profession – hopefully not you), then you have advocates/patients that promote you and what you do, don’t you? If not, you’re not very referable.
If you don’t have a lot of REFERRALS, work on the value you bring to your prospects and your patients – initially and overtime, they’ll refer more people to you.
Here is a check list for you to measure yourself against in your effort to get your advocates to help you with acquiring new patients:
1. How Prospects Will Be Treated – We touched on this in one of my daily emails. If you missed it, go back and check for it. It’s a must read. Make sure your advocates (and all patients for that matter) know what to expect from you when you contact their friends, family, and colleagues.
2. Who You Serve the Best – Be transparent with your advocates. This is really important. Teach them who you serve the best these days, so you only get those types of referrals. I know you’re like me and not all your patient’s are WOW patients, so be careful here.
3. Don’t Settle for Word of Mouth – Let your advocates know that you appreciate them talking about you, but given the fact that people often put off the work you do, you need to get connected or introduced in some way. You need the prospect to be open to and expecting your call or emails. Calls are great, but let me just point out something really important here. You MIGHT make one call, but if you are connecting to them via emails, you’re going to be writing them at least once a week. (for best results that is a minimum of writing them once a week.)
4. Keep Your Advocates in the Loop – All along the way, let your advocates know how the referral is proceeding – without revealing proprietary information. If the prospect becomes a patient, get permission from the new patient to let the advocate (usually their friend) know.
5. Get the New Patient to Thank the Advocate – While it’s important that you always show your appreciation for referrals, what’s even more important is that you get the new patient to show their appreciation to the advocate. Suggest that to the new patient. SECRET STRATEGY: Better yet – have a thank-you lunch with everyone involved. I hope you don’t share this secret with anyone, as if you think about this strategy, you’ll understand how powerful it is.
Having willing advocates for your business and not giving them the tools to help them help you (and those you serve), is like a starving person walking past a buffet with a sign that says “Free Food!”
How Are You Receiving Referrals?
How you receive the referrals you get will determine: 1) if the referral source will give you more referrals; and 2) if the referral prospect will turn into a patient. You must create Referral Trust and Establish Trust quickly with new prospects.
I’ll talk more about that in a future post.
And always make sure you are viewing this website at least ONCE a WEEK, as I’m working hard to make sure that I give you more and more new and fresh stuff, so you can take what works for you and promote your practice.
All the best,
Dr. Carney, DC, FIACA
I’m curious. What are you doing to get more
referrals, introductions, appointments, and turn
those prospects into new clients? Send me your
best practices so I can share them with others.
What are your greatest challenges? Send them to me
and I’ll do my best to help.