Great article on how to get referrals

[darkchild]

Hi all! I just received this article as part of the Upledger newsletter. They've had some wonderful articles lately:

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Multiply Your Referrals to the Power of 5
by Sharon Desjarlais, CC
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Getting solid referrals doesn’t happen by accident. You may be a great therapist with scores of satisfied clients. But once they leave your office, they don’t think about you. They think about how great they feel. And then they go on with their lives. That’s why you need a plan to generate more referrals. Follow these 5 simple steps to bring them in 5 times faster.

Step 1: Sketch out a profile of your “Perfect Patient.”

Not all referrals are created equal. Remember that client who never stopped complaining? You wouldn’t want more of the same. Before you ask for referrals, take time to jot down a personality profile of your ideal client. Those people who gave you MORE energy, MORE joy.

Step 2: Put your request in writing.

Do you get tongue-tied asking for a referral? There’s no need to put yourself on the spot. Simply draft a letter to your current clients - the ones you’d like to have MORE of. Tell these “Perfect Patients” how much you’d enjoy filling your practice with other people just like them. Then ask if they know anyone else who could benefit from your services. When your written request comes from heartfelt appreciation, that warmth is likely to be returned.

Step 3: Get specific.

Remember that old computer adage, “Garbage in, garbage out”? The same concept applies when you’re asking someone to “Google” their mental database for referral prospects. The more specific your input, the more effective the results.

In your Referral Letter:
* Spell out the characteristics of your ideal clients.
* Name the top 3 conditions they may be struggling with.
* Outline the top 3 benefits they get from your therapy.
* Write a sentence or two that describes your work - something they can literally repeat.

When you get that specific, you help your clients identify prospects and pass on a good word a lot faster.

Step 4: Recommend a risk-free next step.

The therapeutic relationship is an intimate one. Even someone referred to you may not be comfortable enough to climb right onto your table. That’s why it helps to suggest a risk-free “next step” that prospective patients can easily take. Include some business cards in your Referral Letter. And ask your client to steer prospects to visit your website. Or call for a 15-minute phone consultation, absolutely free.

Step 5: Make it a habit.

The easiest way to get consistent referrals is to take consistent action. Make it a habit by creating a Referral Letter template on your computer. Then whenever you work with someone you enjoy, personalize that letter and pop it in the mail. When your referral system becomes second nature, it’ll take on a life of its own. And breathe new life into your practice.

About the Author: Sharon Desjarlais, CC, is an award-winning business coach and communications specialist who helps CranioSacral Therapists fill their practices. Visit http://www.craniosacralsuccess.com.

 

[Pompal 09.]

Thanks for posting this, Blisss! I needed to see this TODAY. I am loving this information!

One question (for anyone who has an opinion): Do you think it better to communicate via letters (as in, sent in an envelope), or postcard?

 

[silmerrnattyina<3]

Thanks for posting this, Blisss! I needed to see this TODAY. I am loving this information!

One question (for anyone who has an opinion): Do you think it better to communicate via letters (as in, sent in an envelope), or postcard?

Postcards are better, eliminates the risk of them not opening a letter. It's human nature to flip a postcard over "just to see what's there."

 

[divineintervener]

Great article on how to get referrals

Step 2: Put your request in writing.

Do you get tongue-tied asking for a referral? Tell these “Perfect Patients” how much you’d enjoy filling your practice with other people just like them. ... When your written request comes from heartfelt appreciation, that warmth is likely to be returned.

This is the perfect time of year to send a simple Thank You card, too!

Thanks for posting this, Blisss -- it's good stuff, neighbor!

 

[kelleygaither2000]

Thanks for posting this, Blisss! I needed to see this TODAY. I am loving this information!

One question (for anyone who has an opinion): Do you think it better to communicate via letters (as in, sent in an envelope), or postcard?

Postcards are better, eliminates the risk of them not opening a letter. It's human nature to flip a postcard over "just to see what's there."

That's kinda what I was thinking, too. Plus they're cheaper to mail, so I can send more out!

 

[Lux Marmont]

Thanks for posting this Blisss. What great timing. I am actually in the middle of drafting my beginning of the year letter to all of our clients with that same info. I do this every few years. This will simplify my letter into a more streamlined and newer format!

Thanks again!

 

[Paul S]

Thanks for posting this Blisss. What great timing. I am actually in the middle of drafting my beginning of the year letter to all of our clients with that same info. I do this every few years. This will simplify my letter into a more streamlined and newer format!

Thanks again!

Tell me more about this "new year" letter!

 

[ashleycoolcat22]

What great information! Yes, please indulge us on this new year letter... tis the season.

 

[Pompal 09.]

Dragonflies & Danielle,

I like to mail letters on occasion. I definitely mail (letter not postcard) to say thank you for becoming a client and I also mail (letter not postcard) with any major updates/changes to the office.

After Hurricane Ike, I called each client that has been to us more than once (albeit 3-4 weeks post hurricane) to make sure everyone was all right and check to see if any of our older clients needed any "manpower" from us to help put back any fences or work with limbs that may be scattered about their homes still. I think I counted about 250 calls.

Every New Year I send out post cards with some sort of special that lasts until about Feb. 15th (or there-abouts).

Every few years I send a letter (not postcard) with a general "hope you are doing ok", and some sort of GC. This year my plans were to send out 2 - one hour GC's for my clients to pass on to friends or family, that would make good clients "just like them". However, I may not be able to get this together until a few months later than I was hoping for due to some holiday schedule changes.

So, that's sort of why this article good info for me. The last time I did it, the letter was approximately two paragraphs and this will make things look more succinct, I feel.

I'll try to remember this thread and send you updates via PM as the New Year arrives.