In this article, I would like to help you discover systems to increase referrals in your practice.
If you want to be successful in your private practice, you need to have systems for:
- Before the patients come into your clinic
- When the patient is in your clinic
- When the patient is discharged from your clinic
It is extremely important to have the whole thing completely mapped out. The patient needs to have a positive expectation of physical therapy even before they come into your clinic. This is called ‘pre-framing’ - a process in which the patient’s expectations are elevated prior to the first experience (evaluation) with the physical therapist.
The patient should know what forms they need to fill out and should be provided with easy-to-understand directions and reasons to print and fill out the form before they come to your clinic. You can establishing positive expectations by:
- Getting their email address and emailing them what they can expect before they come into your clinic
- Getting their cellphone numbers and sending them some text messages on what they can expect
- Acquiring the patient’s phone number sending an automated outbound voice broadcast
- Have someone call them and set their expectations for what to expect when they come into your clinic
When they are discharged, you MUST follow up. You must maintain contact with each patient even when you don’t expect to come back for physical therapy. Why? Because each is likely to know family and friends who could become your clients one day. Also, when you remain ‘top of mind’ for patients, they are likely to praise you when they visit the referring physician.
Think about your entire marketing as one system that consists of the before process, during treatment process, and after the treatment process and you will be more successful and much more systematic in your marketing.
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Leave A Reply (7 comments So Far)
Joanna
381 days ago
I remembered seeing this video a few months back and this blog reinforces that truth. In whatever industry, excellent service would always be a good reason to come back. To continue communicating with your patients long after they are discharged will let them know that you care and they are always welcome to visit you. It gives them a sense of belonging which will lead them to refer you to their family and friends.
Thanks Nitin for reminding us that patients are our patients even after treatment.
Arnold
381 days ago
As a physical therapist, I have the notion that as long I provide good treatment to my patients, they will refer me to their family and friends. This tells me that I need to do more than that and come to think of it, it makes a lot of sense. I would always be in the forefront of their minds if I always make them aware of my presence through continued communication.
Sometimes, we neglect the small things that make up the big things like following up after treatment. We forget that though they may not have a reason to come back, their friends and family might have.
Jenny
380 days ago
This is the first time I have heard about this systems concept and when I think about it,
it does make a lot of sense. I would love to know more about your concept and how
I can apply it to enhance my private practice. I am always open to new ideas
especially when it comes to my clinic and my patients.
Suzanne
380 days ago
It is a challenge for me to implement this system that you talk about here. I think it is a great idea but I cannot seem to make it to work for me. Is there a way for us to discuss this further? I would love to get more insight into your system and how I can use it to make my business grow.
Thank you!