Lynn Grodzki looks at building your practice with MD referrals. Take back the medical model! Learn from drug reps! And so on. Bullets:
Ask the front desk what days the physician or key staff see representatives and then follow this routine.
Develop a routine “call cycle” of a few physicians that you visit often.
Make sure that you determine who makes the referral – the doctor, nurse, practice manager or others. Develop relationships with these centers of influence in the practice, not just with the doctor.
Make the visits informational for the doctor. Focus on data the doctor can use –patient results you are getting, special tools you offer, or programs you deliver. Say it all, but say it quickly.
Make it easy for the doctor to refer by supplying the doctor or referral source with brochures, cards and packaging that is easy for them to give out to patients.
Send a thank you for each and every referral.
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