I was sitting in front of my favorite ice cream shop here in Taiwan, eating homemade green tea ice cream earlier today where it’s a balmy 97 degrees outside and had a flashback moment.
I reminisced one special moment in time (when it was a lot cooler outside), when I was sitting in Seattle years ago looking out the window to the road. It was hilly where I lived in Madison Park, near where Starbucks founder lives and where Kurt Cobain had a house. We had an unexpected morning of snow fall (keep in mind that it rarely snowed in Seattle back then). It was the funniest thing when looking out the window of my home office and all of a sudden I see kids flying down the hill in a sled And snowballs flying everywhere.
As I sat there with the ice cream in my hand, I was thinking how nice it would be if there was snow outside right now. Snowballs, making snowmen, and having snowball fights even sounded good. in this way too hot weather.
Have you ever seen a snowball roll down a hill? It can be an exciting thing to watch, and to see it grow bigger and larger with every roll.
Now imagine that being your practice. How incredible would it be to have that kind of practice? To have patients coming in the door while you look to fit them into your tight busy schedule.
From having helped many visionary acupuncturists, chiropractors, naturopathic doctors, and functional medicine practitioners with growing fulfilling 6 & 7-figure practices the introverted way, let me share with you the best strategy to win over MDs and have them refer patients to you consistently. I have clients who have full practices primarily from MD referrals. Listen to John Gobble, Health Coach and Jaquel Patterson, ND share about how they have busy practices from this one approach.
The Doctors Referrals Problem:
Note, a lot of practitioners I speak to love the idea of getting referrals from MD and other practitioners, but they are often left wondering how to get it going. How to get their foot in the door so they give time of day? How to approach them because it feels intimidating… How to start getting referrals from them?
One hot tip that’s working in this climate is getting your foot in the door by sending a short video. Recently, I helped one of my clients with this-what to say so that busy Drs would pay attention. What’s really great about it is that you can create it once and send it out to many doctors and it can feel more personal without having to spend time creating something new.
If you really wanted to go the extra mile, you can record a personal intro for each Dr. (BTW, there are other approaches if you don’t like the idea of creating one video that can do the work for you over & over again).
But what to do once you get their attention?
You must be wondering as well, what is the reason for not getting many provider referrals?
The truth is, most medical doctors are just like you, trying to give patients the best care. Sometimes they just aren’t aware of your practice or don’t fully understand it. The key is to build trust and develop a long-lasting relationship with MDs.
If they don’t like you as a person, they’re not going to refer (even if they feel like your modality can help their patient). If they’re concerned about safety or efficacy, they’re not going to refer. If you’re not in their top of mind awareness, they’re not going to refer. Many practitioners make the mistake of expecting too much without putting at least some sort of concerted effort into it.
How to Double the Referrals – Solution:
The point is, communicating the right way is essential. For example, one mistake many practitioners make is sending out a letter to many MDs in the area. The challenge with that is many MD offices get mail from all kinds of people, companies, and vendors all the time. A lot of things end up in the trash. If you send out a letter or try to connect with MDs, sending a letter without a strategy can lower your odds of scoring referrals.
So what is the magic formula? An MD Referrals Success System solves that problem. It is a clear roadmap that helps you build relationships with other MDs and gets your foot in the door.
One of the biggest mistakes often made is having a good conversation with an MD and expecting referrals without framing why they should give you referrals. Part of it is about developing relationships first. But how can you build trust and go from zero to 100?
Instead of saying something like:
“if you have any patients who could benefit from acupuncture (chiropractic, or naturopathic care), send them to me.”
Which is how many Acupuncturists, Chiropractors, Naturopathic doctors and other practitioners approach MDs.
Something that is more effective to say is:
“I’d love to hear more about your practice. I’m looking for a good _______ (insert physician’s type of practice) to send my patients to when the need arises. What’s your philosophy or approach?”
Instantaneously, when you use this script, the conversation is more about them. From the beginning of the relationship, it is more about what you can do for them as well. MDs like the idea of getting referrals even if they are busy with patients.
One of my clients who is a Naturopathic Doctor had trouble getting MDs to refer patients to his practice. After using the right blueprint to winning doctors’ referrals, he not only got more referrals, but he even had an MD ask to come to his office and check it out!
Why do I talk about this specific blueprint? Because it has helped so many of my clients not only get doctor’s referrals, but also be able to multiply the number of referrals they get.
One of my chiropractor clients had financial difficulties and was trying to figure out what to do about it, because she had been practicing for many years and it was taking toll on her body. When she started with us she tripled her income within the first month and it remained a steady double from her starting place until the end of the year. What is fantastic is that it helped to have referrals from providers beyond MDs, such as psychologists, therapists and other health care providers.
There are a lot of other great ways to get ‘in’ with MDs and other healthcare providers to help your patients mutually. It doesn’t have to be intimidating.
I talk about key ones that you can use right away in my FREE TRAINING AND ROADMAP:
People are seeking help with their health issues. Why not be the practitioner or clinic people think about right now? You will be top of mind awareness for them if you are marketing now.
Want help with this? Get in with us to see how we can help you bring in more patients and cashflow quickly OR monetize your expertise beyond seeing patients in person (ie, telehealth or another stream of income). Let’s get you busier.
Chen Yen, 6 & 7-Figure Practice Makeover Mentor
Need to make up for the income you lost out on because of being closed? Ready for your practice to pick up?
Book your FREE practice assessment now
Or, want to bring in another stream of income beyond seeing patients in person?
There’s a reason why people like the recent President of American Association for Naturopathic Physicians (AANP), Board Member of American Society of Acupuncturists (ASA), former Board Member of American Academy of Acupuncture and Oriental Medicine (AAAOM), and Past President of the American Chiropractic Association (ACA)-Sports Council work with us.
The most passionate visionary and spiritual practitioners come to us to fast track their growth.
If you are ready to fast track your practice growth
(even during these times) and have a practice you’re proud of….