{"id":2100,"date":"2011-01-11T12:24:29","date_gmt":"2011-01-11T17:24:29","guid":{"rendered":"http:\/\/www.privatepracticemarketingroundtable.com\/ppmr-members\/?p=2100"},"modified":"2014-11-20T23:22:07","modified_gmt":"2014-11-20T23:22:07","slug":"ask-dianne-how-do-we-get-more-referrals-in-our-private-practic","status":"publish","type":"post","link":"https:\/\/www.privatepracticemarketingroundtable.com\/ppmr-members\/archives\/ask-dianne-how-do-we-get-more-referrals-in-our-private-practic","title":{"rendered":"Ask Dianne: How Do We Get More Referrals in Our Private Practice?"},"content":{"rendered":"

\"ask-expert31\"Q. I want to set-up a system for getting referrals in my practice. My partner thinks we should make a list of potential referral sources and invite them to a \u201cGet Acquainted\u201d Reception that we host where we would do a short intro\/program and then serve great food. Is this a good idea? How can we make a one-time event lead to getting referrals on a regular basis?<\/em><\/p>\n

A. First I want to commend you for the idea of setting up a system for getting referrals. This is one of the most important things you can do for your practice. A system means you have a thought-out process that is carried out on a regular basis to achieve your goals. System also means you have several elements or pieces\u00a0in place that are designed to work together to achieve the goal.<\/p>\n

With that in mind, you need more than one \u201cthing\u201d in place<\/strong> to get and continue to receive referrals from your desired referral sources. The reception is probably not your best starting place.<\/p>\n

Most people approach referrals from their own perspective, one of needing something that the other has (the ability to make a referral), rather than from the viewpoint of the one expected to provide the referral (what does this person need? Why would they be interested in making a referral and in making it to you?).<\/p>\n

This lack of forethought leads to unrealistic expectations, such as the idea that sending a letter to request referrals is all that\u2019s needed to open the flood gates. Or, the idea that a party with good food will leave such a great impression that the attendees will now entrust their clients or patients to your care.<\/p>\n

When I put it like that, you can probably start to see the flaws with this approach.<\/p>\n

People do business with those they know, like and trust. Your referral system has got to build in a way for this to occur in some form. Rare is the referral to an unknown entity.<\/p>\n

What are you really offering to the person from whom you want to get referrals?<\/em><\/p>\n

\"GettingSit down with your partner and make the list of potential referral sources they suggested, but this time, instead of planning a party, review the list to determine how you<\/strong> can help them<\/em><\/strong>.<\/p>\n

Develop a strategy for reaching out to the people on your list.\u00a0 How can you convey the benefits of choosing your practice as the place they send their clients\/patients? Find a way to make it easy for them to refer to you.<\/p>\n

When you have this system in place and successfully implemented, then you can have the party as a celebration of your success.<\/p>\n","protected":false},"excerpt":{"rendered":"

Of all the questions I receive on an on-going basis, “how do I get more referrals” has got to be at the top of the list. <\/p>\n

Most people approach referrals from their own perspective, one of needing something that the other has (the ability to make a referral), rather than from the viewpoint of the one expected to provide the referral. <\/p>\n

Here’s a recent question from a practice with two partners, one of whom wants to host a party to boost referrals…<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[12,27,7],"tags":[13,20,42],"class_list":["post-2100","post","type-post","status-publish","format-standard","hentry","category-ask-the-expert","category-featured","category-rainmaking","tag-getting-new-clients","tag-getting-referrals","tag-rainmaking"],"_links":{"self":[{"href":"https:\/\/www.privatepracticemarketingroundtable.com\/ppmr-members\/wp-json\/wp\/v2\/posts\/2100","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.privatepracticemarketingroundtable.com\/ppmr-members\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.privatepracticemarketingroundtable.com\/ppmr-members\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.privatepracticemarketingroundtable.com\/ppmr-members\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.privatepracticemarketingroundtable.com\/ppmr-members\/wp-json\/wp\/v2\/comments?post=2100"}],"version-history":[{"count":3,"href":"https:\/\/www.privatepracticemarketingroundtable.com\/ppmr-members\/wp-json\/wp\/v2\/posts\/2100\/revisions"}],"predecessor-version":[{"id":3179,"href":"https:\/\/www.privatepracticemarketingroundtable.com\/ppmr-members\/wp-json\/wp\/v2\/posts\/2100\/revisions\/3179"}],"wp:attachment":[{"href":"https:\/\/www.privatepracticemarketingroundtable.com\/ppmr-members\/wp-json\/wp\/v2\/media?parent=2100"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.privatepracticemarketingroundtable.com\/ppmr-members\/wp-json\/wp\/v2\/categories?post=2100"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.privatepracticemarketingroundtable.com\/ppmr-members\/wp-json\/wp\/v2\/tags?post=2100"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}