Effective Referrals

Written by on August 30, 2013 in Practice tips - No comments

Help More People and Increase Profitability

I’ve been called a “connector”, a “power networker”, a “good person to know”, a “great referral partner” and someone who “gives more than he gets”.

In this article I will share what I’ve learned about creating simple educational statements to increase referrals.

I will also explain how to simplify your patient treatment education so that you can help more people and generate more profits for your practice.

We all currently live in a very complicated world.

Most of us are craving simple solutions to our biggest challenges, but finding eludes the simple solution eludes a majority of us.

While all professionals usually try to educate everyone on every way that they can help the reality is that people today are bombarded with information overload.  Therefore the best way to help the most people is to simplify your message to maximize those that you actually do help.

First, as a medical practitioner of any kind, it is important to remember that your patients generally have no idea what you are talking about.

Medical terminology is like a foreign language to most of us. While you may have a great treatment which helps many patients, you are missing out on helping many more potential people than you currently do if you do not explain it in plain English.

Second, most of your patients know many people that they would like to introduce to your practice if you can help them with their ailments.  However, if they don’t understand your terminology, then they can’t make those introductions.

The Three Steps to Providing Effective Patient Education About Treatments That Can Help Them.

Here’s how to simplify your patient education to maximize the positive impact that you can have on more patients, more potential patients and your practice.

As I mentioned, most people want to get connected or help others get connected to treatments that can help them but they often don’t or can’t because they don’t understand how you can help.

Here are the 3 elements when educating your patients that create an environment where they will accept your most effective treatments and refer those that they know who can also receive the help that they need from your practice.

1) You have to educate your patient base in terms of a life event (turning 40), a symptom (chronic back pain) or an illness (diabetes).

Make sure to pick a life event, symptom or illness that describes the biggest patient or potential patient demographic that your practice / specialty can help which should be presented in the following manner:

“As someone who is suffering from chronic back pain I would like to educate you on the most successful treatment reported by our patients

2) You need to educate your patient base in a positive manner on the specific value that you, a treatment or your practice can have for them or someone who is experiencing one of these life events, symptoms or illnesses in the following manner:

“There is a procedure to alleviate chronic back pain which is non-invasive and 82% of our patients have reported feeling much better within days so we are trying to make more people aware of it.”

Make sure that you quantify the percentage of your patients who report positive outcomes for your treatments.

Also avoid any “negative” tone or reason why someone may not want to set an appointment to receive help by not using anything like the following:

“When people hit 40 the risk of colon cancer dramatically increases so you should come in for a colonoscopy.”

Psychology tells us that most people are more comfortable living in denial of something negative in their life so it’s important to avoid playing into this fact when educating your patients on treatments that could help them or others they know.

Putting it all together, the most effective way to educate your patients so that you can help more of them to engage in the most effective treatments that are available should sound something like this.

“As a diabetic I would like to educate you on the most successful treatment reported by our patients. There is a medication that we have been prescribing and 76% of our diabetic patients have reported dramatic improvements in their symptoms.”

By educating your patients in this manner, you will be able to help more of them and allow more of them to convey the same message to anyone that they know who is also suffering from diabetes.

Being simple is key, especially in the medical field.

3) To maximize the positive impact that your practice has on your patients or potential patients you should create only one education statement that your entire practice uses for each treatment and only for a handful of treatments.

One potential risk in the medical field worth noting is the following:

Never use medical terminology, drug names or any other long / complicated word in any portion of your educationstatement.  Again medical terminology is like a foreign language to most of your patients so they won’t be able to understand it or explain it to others if it’s not simple.

While it may seem counterproductive to educate patients on fewer treatments the reality is that the current patient education methodologies employed by most medical practices are minimizing the people that the medical community actually does help.

While every medical practice and patient in the US facing more complexity, you have the opportunity to help more patients, improve the financial stability of your practice and receive more new patient referrals then you thought possible if you embrace the methodology that I just described.

If you would like to implement an education model like this one but are struggling with any aspect of it, please contact me for help so that you can increase the effectiveness of your education and referral practices.

By Darren Witmer
CEO / Co-Founder of Reset My Business

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