How to increase referrals, increase revenue [VIDEO]

July 26, 2013
Issue 11

As part of our Morning Huddle e-newsletter, DPR partnered with notable practice management consultants to provide quick video tips to get your team talking. Here, Misty Absher Clark of Jameson Consulting lays out how you and your team can grow and maintain excellent relationships with new and existing patient referral sources.

As part of our Morning Huddle e-newsletter, DPR partnered with notable practice management consultants to provide quick video tips to get your team talking.

Here, Misty Absher Clark of Jameson Consulting lays out how you and your team can grow and maintain excellent relationships with new and existing patient referral sources.

Nurturing referrals is not only desirable but also necessary in any practice. The vast majority of your patients will come to you as a result of personal and professional referrals. Your referral sources must know what services you offer, be confident in your ability to access excellent results, benefit from referring to you and like you and your team.

How can you increase and maintain excellent relationships with new and existing referral sources? The following ten suggestions have proven to be effective.

Visit the Jameson Community for an exclusive article on 10 Strategies to Increasing Referrals.

You may be doing several of these things. If so, pat yourself on the back, and keep on doing those programs. On the other hand, you may be introduced to several new concepts. Open your minds and consider the strategies that you may not be using at the present time. Each new referral source could lead to many new patients.

1.  Send thank you notes/letters for referrals

2.  Track all referral sources and the amount of dentistry provided as a result of the referral

3.  Give special gifts to top referral sources

4.  Develop a positive working relationship with the team members of the referring doctors by spending a little time together personally

5.  Explain your protocol to referring teams

6.  Keep lines of communication open with other teams

7.  Develop the role of professional relations in your practice

8.  Use newsletters and special mailings

9.  Offer ongoing courses

10.  Provide seminars

These ten strategies have proven to be successful both individually and in combination. The more of the ten that you integrate into your practice, the more solidified your relationship with your colleagues will be and the greater the number of referrals you’ll receive.

Take a moment as your morning huddle meeting concludes to discuss these strategies. Commend yourselves for the things that you are presently doing. In the process, have a discussion to determine if you can fine tune your existing programs to make them better and more productive. In addition, discuss the strategies that you are not presently utilizing. Discuss and determine whether or not you wish to integrate other referral protocols into your practice.                  

You have fabulous services to offer to dental patients. Collaborative efforts will prove beneficial to both parties. Your practice will thrive as you nurture your referral sources and make this a great week!