WebPT Blog - referrals
Jan 29, 2013| by Charlotte Bohnett
Today’s blog comes from E-rehab.com President David Straight, PT, DPT, OCS. E-Rehab provides physical therapy websites, video, email newsletters, search, and social media for physical therapy-owned private practices. Contact David at 800.468.5161 or firstname.lastname@example.org.
As Benjamin Franklin once said, “It takes many good deeds to build a good reputation, and only one negative one to lose it.” With this statement in mind—and 21st century technology—let’s talk about reputation management in 2013. Here are a few questions to start you thinking:
- Do you know your online reputation?
- Are there any negative reviews about your practice on the Internet? If so, do you have a procedure for handling these reviews?
- Do you have a proactive reputation management program in place to inoculate your practice against negative reviews?
- Have you considered the impact that positive reviews will have on your practice’s reputation?
What is Online Reputation Management?
According to Wikipedia, “online reputation management is the practice of monitoring the Internet reputation of a person, brand, or business, with the goal of emphasizing positive coverage rather than negative reviews or feedback.” While much of online reputation management is focused on keeping negative search results at bay, the successful reputation manager works to “bridge the gap between how a company perceives itself and how others view it.”
Reputation management today is what most people would consider public relations in yesteryears. With all of the different outlets for raving fans or ranting critics (think review sites and social media platforms), reputation management is essential to your overall marketing strategy. All it takes is one unhappy patient, one angry employee, or one unethical competitor, and your online reputation can take a significant hit.online reputation, PT best practices, Referral Marketing, referrals, reputation management, reviews, social media
Jan 28, 2013| by Charlotte Bohnett
>You could wait for the phone to just magically start ringing—or you could start thinking like an entrepreneur! In his bestselling, must-read book The E-myth Revisited, author Michael Gerber draws the distinction between "working in your business" and "working on your business.” While this might sound like a simple concept, as physical therapists we seem to forget that in addition to providing great patient care, we’re running a business. Just as you devote time to developing your clinical skills, you have to invest time into developing your company—and yourself as a business owner. You can be the best physical therapist in the world, but if no one knows who you are or what you're doing, your business won’t make it. And it just takes a few focused hours a week to grow your business successfully. Here are three quick tips:business, documentation, marketing, PT best practices, Referral Marketing, referral sources, referrals
Sep 25, 2012| by Charlotte Bohnett
Today's blog post comes from WebPT copywriters Charlotte Bohnett and Erica Cohen.
Referrals = new business. And who doesn’t want a little more of that? But the key to boosting referrals isn’t throwing advertising dollars around. It’s about building lasting relationships, both with your patients and community physicians. And how do you do that? Position yourself as an expert, an educator, and most importantly, a person. In short, demonstrate your (and your profession’s) worth.
Think about the great chefs on television: Emeril, Julia Child, and Mario Batali. They all do more than just cook. They have drive. They have stories to share. They have purpose. The same applies to you. As a physical therapist, you’re more than what is on your resume. Prove it.
Talk about what you do; show your passion; educate and inspire through your experiences, and you’ll prove to your patients, referring physicians, and community that you’re more than an expert; you’re a pillar—the true value. Embrace this, and you’ll employ the most engaging, intimate, and effective form of marketing available.branding, marketing, physical therapists, physical therapy, PT best practices, referrals, relationship marketing, value
Apr 16, 2012| by Lindsay Bayuk
Our contributing blogger today is WebPT Member, Jack Sparacio, MSPT, COMT, CFMT. He is also the Owner and President of Sparacio Physical Therapy P.C. in New York. We're excited to have Jack sharing his expertise. Thanks Jack!
PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW! This is universally accepted as one of the golden rules of marketing. If you want your clinic and/or company to grow, you need to develop relationships with people (especially physicians). So, the million dollar question is…how do you achieve this? Do you need to be a salesman/saleswoman? Yes, of course you do! I cringe when I read marketing articles that tell physical therapists they don’t need to be salespeople. Why is sales such a dirty word? If it makes you feel better call it networking, or relationship building. Call it whatever you want. Unless you’re the only game in town, until another practice comes along and takes your business away, you need to be able to build relationships. Relationships that will provide stability (new patients) to your practice.
There are many ways to make initial contact with a physician. You can send out an email, make a phone call or send out a letter. Now keep in mind, the three things I previously mentioned rarely work. However, there is something that will increase your odds of getting that coveted face-to-face meeting. You need to go, in person, to the physician’s office to set up a meeting at a future date. You need to introduce yourself to their secretary (write down his/her name) and ask to meet with the physician. Sometimes it is that simple, and you can set up a meeting. However, most of the time you need to offer them a benefit to meet with you. They want to know what’s in it for them. Why should they take their precious time to meet with you? That’s a fair question.
Feb 6, 2012| by Lindsay Bayuk
When it comes to marketing your physical therapy clinic, most of the commentary out there has to do with referrals from physicians. This is no doubt a key to creating a successful practice, but there is another base of referrals that is equally as crucial to nurture. I am talking about referrals that come directly from your existing patient base. Word of mouth referrals are the most powerful.Having your services recommended is the best way to establish trust in your community. Becoming an important part of the overall health of the community is a sure fire way to create a sustainable business.
- Ask one patient a week for a testimonial
- Email your discharged patients quarterly with new exercises
- Write a weekly blog & share topics with current patients
- Ask for referrals on your clinic Facebook page
- Volunteer for a 5K Race
- Contribute an article to your local newspaper
- Host an educational stretching class at your clinic for all patients
- Include your professional business card with patientdocuments
- Schedule one hour per week to make follow up calls to recently discharged patients
- Create a referral contest for current patients (the top prize could be an iPad)
The bottom line in all marketing, regardless of marketing to physicians or to patients, is to develop relationships. Meaningful relationships with the customer base you already have will lead to peer referrals that can be hugely valuable to your business.
What tactics have you employed to nurture referral patients in your practice? We’d love if you could share one idea that has worked for your practice.
Jan 27, 2012| by Lindsay Bayuk
I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard. -Estée Lauder
Let’s talk about your business. If you’re a private practice owner, you know how important is to get paid by the insurance companies in order to keep the lights on. You didn’t start this practice just to make money, though. If you’re like most private practice owners, you started your clinic to treat patients and control your own destiny.
You may not want to consider yourself a sales professional. Sales can sometimes be considered a dirty word. The good news? True sales is all about building valuable relationships. You started this business to build relationships with your patients and help them get healthy again. So are you in sales? The answer is yes, whether you’ve realized it or not.
Sales is all about making connections and sharing your passion. While the word “sales” may not be your cup of tea, generating revenue and delivering excellent services are the driving forces of any business.grow your clinic, physical therapists, Pump Up the Referrals, referral, referrals, sales, white paper