Referrals are a funny game.
They are the lifeblood of many medical practices.
Sure, patients find you on their own, and word of mouth is extremely powerful, but you also need referrals from medical practices in town.
The best way to keep track of referrals is through a list (excel spreadsheet) of exactly who is referring to you, and how often.
Getting a referral rate per quarter or yearly will give you some good information.
The mistake many have made (including myself), is to focus on those who aren’t giving you referrals.
Setting up lunch meetings, stopping by the office etc.
If you have never met them before then this is worth doing.
But what if they already know you, and are not referring to you?
Don’t waste your time.
Really, don’t waste your time.
There are one of two things happening:
1. They don’t see how you add value.
Even though you know you add a lot of value, they just don’t see it.
It could be the most obvious thing in the world, but they just don’t get it.
This can be extremely frustrating.
2. They are not referring because they have existing relationships, legal or not.
That is, working for a hospital system and being forced to refer in network, or something else that is beyond your immediate vision.
The mistake many have made (including myself), is to focus on those who aren't giving you referrals. Click To Tweet
Instead of fretting and wasting time with those that don’t refer, spend your time building relationships with those that DO refer.
Those relationships are already bearing fruit and should be focused on.
Don’t waste time on a plant that will not grow.
Focus on the plants that are already bearing fruit.