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[MUSIC PLAYING] So this lesson, we'll discuss aspects of referrals from others, as well as client-initiated referrals. Referrals tend to be the direct result of happy customers, as well as from your direct efforts at networking and marketing. So here's what we'll cover in this lesson-- get ready to write this down, it's a very long list-- professional referrals, client-driven referrals. Yeah, that's it. It's kind of a short one.
You can increase awareness of your business and the potential for referrals by developing relationships with local professionals and institutions. You may want to consider establishing relationships with any or all of the following external referral sources-- primary care doctors and other physicians; psychiatrists and alternative medicine professionals, local service agencies; school counselors, teachers, and administrative personnel; Better Business Bureau or local business associations; local business owners; funeral homes; managed care organizations; attorneys and criminal justice personnel; religious leaders and institutions; inpatient care facilities for a continuum of outpatient care; community service professionals and individuals involved in community education.
There are several ways to cultivate referral relationships. You can call an office and make an appointment and offer to take somebody out to lunch. You'll need to practice and exude confidence in your services, and be prepared to discuss how you can help the professional.
Awareness of your services is appreciated by doctors and other community professionals, as well, as they're often looking for specialists to refer clients to. Now afterwards, follow-up letters and emails and calls are definitely appropriate. You will likely need promotional materials to introduce yourself to the community professionals, including print materials.
You may want to invest in thanking materials, such as gift baskets or small tokens of appreciation, for referrals and/or to generate new business. Items such as stress balls, puzzles, or coloring books with business logos on them are examples of promotional materials. You may also want to offer yourself for trainings and talks in the local community. Promotional materials that can be given away are also helpful if you want to participate in trade and health fairs or promotional talks.
So story time-- so one of the most helpful things that I did in setting up my practice was to schedule a brief interview with a few local doctors stating that I was looking for doctors to care for my patients and wanted to know if they were knowledgeable and comfortable in medication management for psychotropics. This was a very different twist. You see, instead of going in with my hand out and begging for new clients, I was interviewing the doctor for my client care. They loved hearing this, as they knew that it would be new patients for them. And naturally, the doctors were very interested in sending me new patients.
And knowing that this relationship would be beneficial for their practice, it seemed to work out really well. Indeed, it did. So many new patients I sent the doctor would end up using them for their primary care. And often it meant bringing in spouses and kids.
Applying this approach to anyone that you want referrals from is good. Don't go in saying, what can you do for me? Let them know what you will do for them. Unless you are a valuable asset to the source, you'll quickly be forgotten.
Just being a counselor in the community is not being a valuable asset to most. Being a source for growing one's business is a valuable asset. So how will you add value to those around you?
In addition to professional referral sources, you'll need policies in place for handling incoming referrals from inquiring clients. Incoming referrals can happen via phone calls, email inquiries, web traffic, walk-ins, and other referral sources. Client-driven referrals are extremely important for ongoing and increased business but can be time consuming. As part of a client referral, you'll need to be prepared for the following-- to describe the practice, to provide free brief consultations, to discuss insurance, to discuss cost and means of payment, to describe the intake process, and to explain any needed paperwork.
The process can take as little as 5 minutes and as long as 20 minutes. Typically, clients want to be seen quickly based on their immediate needs. You need to act quickly to minimize the gap between the client call and the scheduling of the appointment. Many of the incoming referrals can be handled by a skilled office manager who can describe what you do, for whom, when, where, and how much. An office manager has the ability to answer the phone or address client inquiries immediately, whereas you will most likely be in session and will miss many of those live opportunities.
You or your office manager will need a process in place to schedule first appointments and to provide intake paperwork for those interested. So here's what we covered in this lesson-- professional referrals, client-driven referrals.
[MUSIC PLAYING]
(00:00-0:33) Introduction
(00:34-04:03) Professional Referrals
(04:04-05:36) Client Driven Referrals
(05:37-05:48) Summary