Stop Waiting for Referrals: Build a Referral Growth System

Speaker A: Have you fallen for the referral myth in healthcare? It's the no Marketing show. I'm Dave Mastovich. Most healthcare organizations, physician practices, home health, hospice, physical therapy, health care systems, they fall for the referral myth. They believe that that great quality care will lead to more referrals. And that's a myth. And sadly, it's not the case because the providers, the offices, the specialists, who approach referral source marketing with a, uh, mindset to grow referrals, get more referrals, whether they're the best, whether they're good, whether they're just okay, or whether they're not even that good. Here's how you can avoid the referral myth. First, is you want to think in terms of building a system. And I understand that some of our listeners might have three or four surgeons in the practice, half dozen dentists, maybe four or five chiropractors, eight to 10, 20 physical therapy locations all across the board. We have clients and we have listeners. And so many of them don't have teams of people to work on this. So when I say let's get a system, there can immediately be a little bit of nervousness. So what I want to assure you is we're not saying to get from step A to step Q and close to step Z like that. What we're saying is let's avoid the referral myth. Let's start thinking with a growth mindset towards referrals, and let's slowly start building the system. And here's how, and this is how any of you can do it. First is you need to take a look at who's referring to you now and who was referring to you, but isn't referring as much. We've helped companies by studying their data and analyzing and using our intellectual property around that, because we have helped grow anything from a health care system to a Medicare Advantage plan to a solo practice to 10 physical therapy locations to 100. Go from 10 to 100. We've helped all along, whether it's dentists, oral surgeons, primary care doctors, surgeons, hospitals, home health, hospice. It's all around our IP of, um, how we look at your data and we find out who are your top referral sources today and why. Who were your top referral sources and why not, and who's not referring anywhere near what they should or could be and why not. And part of that is systematically gathering insights, going out and having an outside party talk to those referral sources. You will be amazed, amazed at what they tell you. And they tell us, and then we tell you and we take what they tell us and we turn that into insights. It's not just comments. We turn it into insights based on the trends that we see. And we'll find out what they think makes you good, what they noticed that made you different. Maybe they'll tell you that they haven't noticed anything special or different about you, or they might even complain about something. But the majority of it isn't negative. The vast majority of the feedback is constructive and positive. And sometimes it's effusive praise. But you don't know that. So you're out there trying to grow your practice, grow your physical therapy company, grow your home health, your hospice. And you don't know what people actually are thinking about you. You don't know why they've referred to you or why they haven't referred to you. While you're gathering that through the insights, you end up landing kick ass testimonials and you start understanding what your story should be. And that's where we come in. We come in hearing what they're telling us and we start saying, whoa, this is a way to differentiate you. This is what makes you unique. And it's in their words. So now your story was built for and by your referral sources. And then we go to execute in a way that increases awareness of you amongst referral sources, increases awareness view amongst who your patients are, but it also includes outreach to those referral sources. Some of that is done through marketing ways, but some of that is through direct conversations. And here's the unique thing, we can bring that liaison to you as well through our team. So if you don't have a liaison or you just lost one, or you have one and you think you need two, but you're not ready to pull the trigger, that can all be part of building your referral growth system and helping you avoid that referral myth. That's what we do at AH Mass Solutions for you and we get passionate about it because what it does is helps everyone involved. It helps the patients who find the right place to go to meet their needs. It helps the referral source because their patients are taken care of. It helps the company or uh, provider getting that referral and seeing that patient because they're able to do what they set out to do, which is be a great provider. So it's a win, win, win. And that's as much of the no bullshit mantra and mindset as you can possibly have. So you can avoid the referral myth and build a growth system around referrals. If you want to hear more, reach out to me. Let's have a conversation. Thanks for listening. And it's all about growth in the no BS way. Bullshit.