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5 Secrets to Gaining Their Trust and Increasing Patient Referrals

So often when your clinic tries to market to doctors, you discover that what you’re really doing is marketing to the doctor’s office, meaning getting to know the key person or people who stand between you and the actual doctor.

This could be:

• the medical office manager
• receptionist 
• front desk team 

But we refer to this person as the gatekeeper. They control the access to the doctor, both for patients and for physiotherapy, chiropractic, or other medical clinic owners like you. 

As a clinic owner, it can be hard to get doctors to send referrals. And it’s true, what's even harder is to get past the front desk gatekeeper in the first place. But there are ways.

In this post, I will be sharing with you 5 secrets on how to get past the gatekeeper so you can talk to the doctor and get more referrals. 

Increase Your Rate of Return from Your Physician Referral Marketing

As you probably know if you’ve succeeded in securing even one solid source of referrals from another doctor, getting their cell phone number is a big step in the process. 

Having direct access to a doctor means you have a healthy enough relationship with them that you can reach out about getting referrals without seeming pushy or annoying.

With their cell phone number, you are no longer a clinic owner seeking money. 

Now you’re a familiar face and a familiar name.

Pharmaceutical reps have told me that the moment they get the cell phone number for a doctor, that’s when they start getting business from them. And if you’re tracking where each of your new patients are coming from like these reps do, you’ll know how well your marketing to doctors is working once their referrals start calling you.

Don't know how well your marketing to doctors is working? Watch this 30 min training video on how to measure how many new patients are booked from doctor marketing, emails, google, facebook, webinars, community events, and website. 

In this post, we’ll explain why doctor marketing is important and 3 "non creepy" ways to get a Doctor's direct phone number 

Physician Marketing Unleashed – the One Question You Need to Answer

In the continuing search for new patients, many chiropractors, physiotherapists, and massage clinics have steered their marketing to doctors, looking for referrals. 

It’s a smart move, because there is no more trusted source for a patient referral than from their own doctors. A patient referred from their doctor is virtually guaranteed to become your patient, and when you develop a strong relationship with a doctor, you can get a steady stream of business from them.

But if you’ve ever tried to win over a doctor so they start referring their patients to you, you understand where the challenges lie. First, doctors don’t have any time, so even finding the opportunity to win their trust is a great challenge. But beyond that, assuming you do get to talk to them, what do you say? And what should you NOT say?

In a recent episode of New Patient Secrets, I interviewed Jamey Schrier about what to say and what not to say when marketing to doctors for referrals. 

How do you win their trust? How do you become memorable instead of forgettable? How can you position yourself as a guest and not a pest? Jamey helps answer these questions in his interview.