Take simple, yet regimented steps each month to start the flow of referrals from your referral partners.
- Create a list of physicians near your practice location(s) to market to.
- Create a simple CRM with this database you gather.
- Create a one-sheeter / flyer that introduces the value your practice brings to common patients.
- Send one-sheeter faxes/letters to these physicians on a bi-weekly basis introducing your practice to them.
- Call these practices and introduce yourselves to them on a regular basis. I prefer that you send the faxes and call them on the same day. This allows 2 touch points a month.
- After 6-7 touch points, you are bound to get a meeting. Keep at it.
- Hire or deploy your existing physician liaisons to visit these potential referring physician partners.
- Work with your scheduling team / front desk to ensure that patients referred by these referring partners get appointments quickly (preferably within 1 week).
- Always keep the referring physician office in the loop about the patient appointment (appointed, no-show, cancelled, seen etc).
- Follow up with the referring physician office with visit notes to close the loop and to ensure their patients are happy PLUS the referring physician is happy.