A word-of-mouth referral is the absolute best advertisement you can incorporate into your practice. It’s also the cheapest form of advertising that you can invest in and it takes minimal time and effort.
We all know the best patient is a referred patient. When a friend tells another friend, family member, or colleague about you, that’s golden. They are already pre-sold on you, they are not as price-sensitive and they are more likely to stay loyal to you.
Word-of-mouth referrals will increase your closing ratios, decrease your external marketing costs, and grow your practice.
But don’t leave it to chance. Sure, you will get some referrals from your core group of fans in your practice, every practice has them, but you want them from every happy patient – not just the chosen few.
Make word of mouth referrals a priority in your office, set up processes, and incorporate these word-of-mouth strategies:
Talk to Your Patients
Referrals come from connecting with your patients so they feel cared about as a person first, then as a patient.
Use their name and make eye contact with your patients. Ask them questions and then let them talk. The point is to bond with them personally first so they know you care about them.
Spend two minutes on them as a person. Ask them about their family, their occupation, or anything else that strikes you as interesting from their patient in-take form.
They will relax, open up to you, and talk more about themselves. You can learn so much about a person if you show you are interested in them. And, you will be surprised by what you learn.
Perhaps they are a member of the media or they are part of a large company that could use your services as an employee perk. Who knows until you ask.
Think of it this way. Each of us has on the average inner circle of approximately 250 people. That includes friends, family, colleagues, neighbors, etc.
If each of your patients told only one of their inner circle about you, that would DOUBLE your practice growth. How does that sound?
Remember, like-minded people, hang around with other like-minded people so you want your “preferred patient” to bring their friends to you.
But don’t take that for granted. Your patients need to know you want more patients just like them and if they send you their friends, family, and colleagues, you promise to take great care of them.