From: Dr. Margolies.. 3-8-24

Review Previous E-mails

Review My Patient and Community E-mails

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Referrals

The lifeblood of any business is repeat business. A successful restaurant survives on word of mouth and repeat customers. This fragile  relationship is dependent on a few factors that also relate to our healthcare business. People will return to a restaurant if they see portions and prices reasonable as well as well trained and managed staff. 

Our chiropractic business is the same. They will return to your office and follow their schedule and tell others if they get results, see value, have staff that is competent and compassionate and know how to reach/teach others. We are an up and close and a touch and tell profession that offer profound results to those that take advantage and best tell others. But as with any business, there are variables that must be met and checked to succeed. Lets review a few:

How have you been distributing your business cards? Your community offers a number of referral options. Consider where you shop, your supply vendors, the delivery folks and your commercial neighbors.  Time now to be fancy free and whip out those dusty cards still in the box when you do business. If you are a repeat offender start a short conversation about your office with a card in hand. This may stimulate a conversation and your card can be a handy reminder or a vehicle for others in need. So, step one is to review your community and those you meet and greet, networking referrals can be very lucrative if you work at it.

Step two is to review your patient referral system. As mentioned above, repeat business is the key to sustain any business and as a chiropractor, there is no finer affirmation of success than patient referrals. As the slide above shows behind every door is an opportunity to ask for a referral or stimulate a discussion. 

Step three is professional alliance referrals. Some doctors favor personal injury and cater to attorneys while others enjoy sports and tailor their practice towards sports venues while some enjoy a cozy relationship with their medical brothers and sisters. Regardless how you practice the game is the same, there is a symbiotic relationship between allied professionals and your office and once established the flow of new patients keep coming. We'll get more into this next week

Step four is to review your marketing and internal public relations programs. The yearly calendar is full of delightful holidays to use as a promotion to stimulate patient activity, awareness and referrals. I understand that many doctors frown on self promoting so a holiday is a way to promote while feeling comfortable. Valentine Day can promote heart health and the relationship between the spine and wellness. Mothers and Fathers Days can stimulate family wellness and how chiropractic care is from cradle to grave. Thanksgiving to Christmas is a perfect time to promote community charity with food and toy drives as well as a springboard to a Healthy New Year. 

I realize that many doctors feel they have no time to chit and chat with patients while getting them in and out is the key. Fine. Others find patient interaction/education is important for them and find time to make it happen. As written in my previous e-mails, "If You Build It, They Will Come," could be our field of dreams. If you plant enough seeds, manage the growth your practice can blossom as well. Need help, e-mail at: joel3639@aol.com

Next Week I Will Discuss Referrals Throughout Your Office