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To grow your practice, become more profitable, and expand your impact in your community, you need a consistent stream of referrals.
This week, I talked about how to boost physical therapy practice owners’ most potent source of referrals: your current patients. (Missed that video? Check it out here.)
The trickiest part of generating internal referrals? Getting past the discomfort in asking our patients for them. Physical therapy practice owners are often nervous and reluctant to talk with patients about referrals. It feels like a cheesy thing to do! I hate making a sales pitch!
At Practice Freedom U, we have developed a system for generating referrals that eliminates the sales-pitch problem, and replaces it with a positive, caring, patient-focused communication strategy that boosts existing patient engagement AND dramatically increases internal referrals.
I first developed this Quality Assurance Strategy when I was a physical therapy practice owner. Back then, it enabled me to generate referrals from 1 out of every 4 of my current patients. In the decade I’ve spent working with other practice owners, I’ve seen this simple, no-cost strategy do the same thing for hundreds of other physical therapy practices.
It’s a proven process that reduces cancellations and no-shows and increases referrals from an existing patient base by 25 percent.
Here’s why it works so well:
- It focuses on your patients’ own progress
Our Quality Assurance Strategy centers around a patient check-in. This simple, highly-focused communication allows you to gauge how your patients are feeling about their treatment and whether they’re getting the results they’re looking for. It’s a critical step that allows you to make sure your patients are making progress–and gives both therapist and patient the opportunity to acknowledge that progress.
For patients having a good experience, this Quality Assurance Check gives them a specific opportunity to pay their own success forward, by referring you to people they know who need your help. Patients get to acknowledge their own win and share that win with others.
- It keeps communication personal
Our Quality Assurance Strategy is built on authentic, caring, in-person communication between your team and your patients. It’s not automated, or de-personalized online. This all-important check-in is a chance to connect with patients, celebrate their progress, and look ahead to more gains, both for themselves and for other people they know who need your help.
- It taps into patients’ natural desire to help others
Our patients are no different than we are. They want to help people, especially people they know and care about. When you help to relieve their pain, they’re grateful. And gratitude is a powerful motivator. Our patients want to do something with their gratitude.
With the Quality Assurance check in, you empower them to put their gratitude to its best use: to help you help another person. You create a partnership between yourself and your patient, when together you ask and answer the question: Who can we help?
- It’s a flexible, personalized strategy
We typically recommend using the Quality Assurance check-in around the fourth or fifth visit. By that point, patients are usually making meaningful progress toward their ultimate goal. But depending on the individual, this check-in can be used effectively at any time during a patient’s care, earlier or later, at discharge or in re-evaluation.
- It helps you reduce cancellations and no-shows
If a patient isn’t making progress, the Quality Assurance Check will let you know. We all know the signs of a frustrated, slow-progressing patient, the ones who are about a minute away from dropping out or cancelling their next appointment. Patients who showing signs of struggle or dissatisfaction need this check in earlier in their treatment. It’s an invaluable tool to catch problems in real time, before losing a patient from your schedule.
Ready to increase internal referrals by 25 percent?
My Ultimate Guide to Increasing Patient Visits shares a strategy to boost internal referrals, at no cost to you. Get it FREE for a limited time.