Archive for the ‘Referral Marketing’ Category

Referrals are alive and well despite healthcare integration

We often hear from practices who are concerned about integration and the pressures being put upon referral sources once they’re purchased by the local health system.  Many physicians are concerned that referral marketing might prove fruitless in the face of this financial pressure. In theory, this makes sense.  In reality, it’s not entirely true. There […]

Is your marketing rep productive? How can you tell?

We have clients call us regularly who complain that they can’t tell if their rep is productive or not. Obviously new referrals would indicate productivity but what do you do in the meantime, before referrals begin to come in, to determine your reps effectiveness? After all, you could waste six months of income and benefits […]

Part 2 of 2: Before Abandoning Your Satellite Office, Use Your Practice Rep

Continuing our discussion of how to promote your satellite office, let’s talk about some creative strategies you can employ that require little investment. Many satellites fail because of their limited hours. Referring doctors often wonder about the commitment to the satellite when it’s hard to schedule patients.  Each week, have a staffer send an e-mail […]

Part 1 of 2: Before Abandoning Your Satellite Office, Think Representation

When we engage in the marketing audit process with practices, we often find that they once had a satellite office in an outlying area that failed.  Doctors become frustrated with driving to the satellite office to consult with just 2 or 3 patients and usually abandon the satellite office within the first year. The reason […]

The Scientific Method & Marketing

Below are the fundamental steps required for the scientific method of basic medical research. Virtually anyone who has studied science or medicine is familiar with this process and yet very few recognize its application when marketing their medical practice. – Ask a Question – Do Background Research – Construct a Hypothesis – Test Your Hypothesis […]

One Equals Fifteen: How to Handle Complaints

Once again I feel compelled to speak about the issue of complaint handling at medical practices.  In our capacity as field marketers for specialty practices, it’s our role to survey referral sources on the quality of our clients’ clinical and administrative services. As such, we are often the first line of fire when hearing complaints […]

How is Your Practice Dealing with Pre-Certification?

Pre-certs  are here to stay and the requirements are certain to increase. In some states, almost every managed care payor requires a pre-cert prior to expensive testing. The time it takes a medical office to procure a pre-cert is significant; most take 30-60 minutes and cost the practice roughly $35 to $50. Complicated surgeries require […]

Referral Cards: A Simple Way to Drive Patient-to-Patient Referrals

Looking for a relatively passive way to drive referrals? In past articles, we’ve talked about the value of patient-to-patient referrals. While physician-to-physician referrals are clearly the most viable and reliable, don’t discount the value of patient-to-patient referrals. In a recent MGMA survey, respondents reported that 86% ask their doctor when seeking health-related information or help.  […]

Driving Patient-to-Patient Referrals via the Internet

The September 2009 issue of MGMA Connexion includes a report on “where Americans look for information or assistance when dealing with health or medical issues.” The results were as follows: • 86% ask a doctor or other health professional • 68% ask a friend or family member • 57% use the internet • 54% use books or […]

Mind Your Manners: Say Thank You to Your Referral Sources

Here’s a quick tip to endear you to your referral sources: Invest in high quality note cards embossed with your practice logo for fast and sincere thank you notes to new referral sources. Pen a note of sincere appreciation from you and your staff.  This personal touch will speak volumes about you and your practice. […]