It’s been 3 months since Ritika and I moved into a new home, and we still have not had time to buy a couch for the basement.
When we finally addressed the issue this past Saturday, she said “A couch from Jennifer Convertibles will be a good idea, in case we have guests sleeping over”
“We can look at Huffman Koos or Raymour & Flanigan too right?”, I suggested.
“I don’t think so. JC is a good bet – they have quality, affordable furniture that will fit our needs”
From a physical therapy marketing standpoint, something significant just happened here.
JC did their job well – they got the consumer (Ritika, in this case) in the right mindset to refer.
In this blog post, I am about to teach you the mindset you need to ignite new referrals from existing patients. It’s a method that will ignite your marketing results… An undisputed fastest way to increase the number of patients coming to your practice is to use the ‘Referral Ignition’ marketing system.
With Referral Ignition, you, the private practice owner, spends time on the ‘critical’ 5%, where you make the major decisions pertaining to your practice, the scripts you use and leverage media and technology to spread the message about your practice.
Let me break it down for you.
We have known for ages that the best way to get referrals for your physical therapy business is to build relationships with physicians.
But what if you had several different referral relationships with different businesses, all of whom were sending patients to you every single day, day in and day out?
Would this be a significant income boost for your practice or not?
The ‘Referral Ignition’ method is simple – focus on the critical tasks that drive your business forward, while outsourcing / delegating everything else, including the actual marketing.
All you need is individuals who can follow instructions, implement systems and follow through to consolidate referral relationships.
All referral relationships are based on consistency. When you combine persistence with a component of quality (consistent, relevant contact – what I call ‘quality contact’), you have an unbeatable system called ‘Referral Ignition’.
The system is founded on the “Law of Reciprocity”, which states that you approach referral sources with a giving hand. One of the most famous information marketers of all time, Zig Ziglar has said, “You can get anything you want, if you help enough people get what they want.”
Here’s the interesting part – it’s easy to learn the principles of ‘Referral Ignition’ and apply them in your practice – in fact, you can do so almost overnight.
The simple act of giving patient’s good, high quality information when they first come into contact with you is that first step in ‘Referral Ignition 2016’.
When a prospect visits your website, calls your clinic or reads an advertisement, they form an opinion. When they pick up the phone to call you, they are waiting to be impressed / sold by your brand of physical therapy. All you need to do is cultivate that and help them overcome their defensive barriers and preconceived notions of physical therapy.
Once you do this, you will have them for life.
The biggest mistake made my most private practices is – they wait for patients to refer. Instead, they should be conditioning patients to refer from day one, and actively encourage them to refer.