Achieving a high rate of referrals is key to building a successful dental practice. Not only do they increase profits, but they are also generally one of the best kind of patients.
Referrals already have a positive attitude to your practice and require little encouragement to become a pa-tient. Typically, they also know what they want and what their goals are. These two factors reduce the need for a time-consuming sales pitch and allow you to get on with the treatment.
Once presented with a referral, however, it should not be perceived as a ‘done deal’. Too many dentists fail to take advantage of these opportunities by neglecting to engage properly with referrals. It is vital to ask the right questions and listen carefully to a referrals needs. You should ask the potential patient what it was they liked the current patient said about you. Establish what a referral most values in a dentist and a practice. Do they want a sympathetic dentist who will guide them step by step through treatment? Or do they prefer a no fuss ‘’in and out’’ approach?
After identifying a referral’s needs, be sure to deliver exactly what they want.
Once presented with a referral, however, it should not be perceived as a ‘done deal’. Too many dentists fail to take advantage of these opportunities by neglecting to engage properly with referrals. It is vital to ask the right questions and listen carefully to a referrals needs. You should ask the potential patient what it was they liked the current patient said about you. Establish what a referral most values in a dentist and a practice. Do they want a sympathetic dentist who will guide them step by step through treatment? Or do they prefer a no fuss ‘’in and out’’ approach?
After identifying a referral’s needs, be sure to deliver exactly what they want.
There are three common mistakes dentists' make regarding referrals:
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