5 Valuable Tips: Building A Referral Business That Works!

A steady stream of patients is extremely vital for the survival of every clinic!  How effective is your referral program with your medical colleagues?

 

The best way to predict your future is to create it!” —  Abraham Lincoln

Medical professionals have built their success on forming and nurturing referral partnerships since time infinitum.  The most powerful of these referral relationships are created when mutual benefits are built-in to those alliances.

This is precisely the point of this article! We intend to show you how to create stronger ties with your medical colleagues. Additionally, this piece will teach you how to provide greater value and separate yourself from other doctors also seeking referrals.

The first place to begin is with the basic inventory of your current actions, for example:

  • What are you doing to position yourself with your colleagues to stand out from every other doctor that requests referrals?
  • Are you a good and beneficial referral partner? 
  • Have you established strong bonds of trust?
  • Are you providing a reciprocal benefit to your referral partners?
  • Have you established a sense (within your colleagues) of superior expectations?

Many clinic owners give no thought to the fact that success in business is an on-going competition for survival!  In order to thrive, you need to implement intentionality!  Every day, you must build into your calendar a plan and action to generate more and better patient leads.

According to noted business development guru, Jay Abraham, there are only three ways to grow your practice.  You either increase the number of new patients, get them to buy more medical services, or pay more for each proceedure.

For this article, we will focus on increasing the number of new patients. We will focus on the other two methods in future articles (as well as in past issues such as in “8 Steps For Increasing Business“).

CREATING AN ALLIANCE

In order for a referral program to work, you have to do some investigative work. You must figure out your colleague’s needs and motivations. There are both Referralpsychological and emotional components in play when referring patients. You need to know about your colleague’s current referral partners. Why is your colleague using them rather than someone else? How committed are they to these people? How open are they to adding to their list of referral partners?  Do they have long-standing ties such as school, social, or fraternal affiliations?

“More than features, more than benefits, we are driven to become a member in good standing of the tribe. We want to be respected by those we aspire to connect with, we want to know what we ought to do to be part of that circle.” – Seth Godin

As you can see, you may be asking someone to break or significantly bend long-established ties. In order to do so, you will have to consider “What’s in this proposed relationship for your colleague (ie. what’s in it for them?)?”

It may seem crass to say but we’re all motivated by self-interest. As such, as part of your detective work you need to uncover your colleague’s “why.”  In other words, what is the perceived benefit they stand to gain from you? Continue reading 5 Valuable Tips: Building A Referral Business That Works!

Get More and Better Leads: 15 Effective B2B Lead Generation Ideas

Lead generation is extremely vital for the very survival of every business!  What are you doing to get more and better leads and new patients?

 

Many business owners do not consciously think about the fact that success in business is an on-going competition for survival!  In order to thrive, you need to get more and better leads — every day!

I was reading an article in PureB2B.com, and the author Johanna Rivard wrote an excellent piece titled, “15 Effective B2B Lead Generation Ideas for Your Marketing Campaign.”

I was struck because this is exactly what we have been advising our clients for years.  It’s not that we’re so smart, but this information is so important and can mean the difference between success and failure!

Ms. Rivard states that lead generation is at the heart and soul of every business, and today, there are multiple ways of generating prospective customers—either through traditional or online methods.

Why must a business owner, who desires success, embrace the strategies listed below?  Because sadly, despite all the technological advances that our world has made in the last few decades, no one has created the “new client factory.”  The kind of company whose only function is to crank out a fresh batch of new customers, like baby chicks, that have never used your particular products and services or thought about this subject before, but all they need is to be imprinted with your brand and they will follow that business no matter where they lead, and all they know is that they must correctly use your firm!

The above comment is a bit tongue in cheek, but Ms. Rivard is absolutely spot on Lead generationwhen she says that having a constant flow of new leads is vital to staying in business, but finding different ways to attract leads that will eventually turn into sales is quite a lot of work.

To get positive results and stay ahead of the curve, here are 15 compelling lead generation ideas for your marketing campaign.

Here are some great examples:

1. Online Generation via Social Media: Social media has changed the landscape of lead generation, and has become one of the primary ways of reaching and engaging target customers. Continue reading Get More and Better Leads: 15 Effective B2B Lead Generation Ideas