The most important facet of creating referrals while creating and sustaining a thriving practice is to have your office user friendly and have your patients, corporate neighbors and community Think Differently. I use and love my Mac. Apple thrives and increases brand awareness by professing to have the most user friendly operating system. Many years ago, when the IBM operating system for their PC ruled the roost, the marketing arm of Apple simply asked those enlightened to think differently. Their 1984 Super Bowl ad kick started their rise. Doctor, if you want your practice to expand, you too must think differently as well as your patients and community.

In order to expand your office with patient referrals, perception is everything. A friendly office atmosphere where the front desk CA actually demonstrates concern from the first phone call (first impression) to scheduling and taking payment they lift the spirit within office which makes a huge difference. Melanie, who was my front desk CA for over 22 years is a great example. She was the rock of the office and had the empathy and compassion that glues the art, science and philosophy together.

DC’s with an open adjusting area know what it means to keep the positive momentum going as they are always on stage. But, as with most endeavors in life, words often are less important if positive energy saturates the office. I’m sure you know of many instances where across a crowded room you just sense this or that person has a gentle personality that would match yours perfectly. Often people gather around people who are conservative with words but liberal with kind deeds. While meeting others a moonwalk backwards cannot be fast enough.

Referrals stem from others wishing to help others, either they wish to help your practice grow or wish to help others remain well. If your office has an uncaring tone the indicator may be lack of patient referrals and constant patient drop outs. If this is the case, a tweak here and there may not be enough, a major revamping of staff or attitude is in order. Conversely, an office that is full of spirit and concern is a happening place which is truly a joy to come to, don’t you think patients pick this up and want others to have a taste.

Attitude and perception is all it takes to generate positive energy in the office. Asking for referrals out of desperation is the wrong attitude and is quickly perceived as such. Asking for referrals because you want them to share your gift of adjusting after you have educated them to the reality of chiropractic is perceived as caring and often many patients willingly comply.

Since staff is a reflection of you, take a long peek in the mirror and determine if the problem is right before you. If you have been on the wrong side of perception then staff and patient education as well as community awareness is in order. If your office runs great on autopilot, keep your hands off the wheel but press hard on the accelerator.

 

If you need help getting out of a rut, e-mail me or join a practice management group.

 

Referrals stem from awareness and it all starts and ends with you