If you must have a tough conversation what is the most important factor in the conversation? Oddly enough, it is not the conversation itself. It is preparation. Before you communicate with another …
What is a practical and useful definition of leadership?
What is a practical and useful definition of leadership? Textbooks with over 500 pages have been written about leadership and are so complex and deep that leaders can rarely work with the information …
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It’s okay to be uncomfortable with referring doctors at times.
It’s okay to be uncomfortable with referring doctors at times. Examples of uncomfortableness could include a problem with a patient, a breakdown in customer service by the specialty practice, or some …
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Periodically survey referring doctors to determine what insurance program they participate in.
Periodically survey referring doctors to determine what insurance program they participate in. This will provide “intelligence” as to whether the practice is missing out on a certain number of …
Give referring doctors power.
Give referring doctors power. In this case we’re referring to the power to select one patient each year to be treated at no cost. This may have to be explained with a general limit involved, but a …
Where do you come up with new referral marketing strategies?
Where do you come up with new referral marketing strategies? The answer is – everywhere. Millions of people have jobs that depend on networking, relationship building, and even friendships. By simply …
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Create an annual marketing plan.
Create an annual marketing plan. We find that the practices that excel in referral marketing typically have an excellent annual plan. One of the core tenets of referral marketing that we teach is to …
Create a contact system.
Create a contact system. If you want to maintain relationships with referring doctors at all levels, you need a contact system. We recommend reaching out by phone to one referring doctor every day. …
Advertise your charitable giving.
Advertise your charitable giving. During this NFL season, a sub shop called Jersey Mike’s has been advertising heavily about their charitable programs. They talk about how they’ve raised money for …
Pediatric dentists should thank parents personally for referrals.
Pediatric dentists should thank parents personally for referrals. Whenever a parent refers another patient, a call from the pediatric dentist is a powerful way to say thank you and reinforce …
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Periodically spot-check overhead.
Periodically spot-check overhead. Compare overhead percentages to national and regional averages to determine if the practice has been spending more than those averages. If so, take the time to find …
If you want to build a referral marketing program, start with a foundation in relationships.
If you want to build a referral marketing program, start with a foundation in relationships. Taking the time to get to know referring doctors, learning about them, and sharing enough about you will go …
