Q&A was part of Next Level Practice, the most supportive community for therapists starting a private practice. In this video, Joe answers the question based on how to get referrals in private practice.
How do you get referrals in private practice?
I actually just got done interviewing a person all about getting referrals. Her name’s Stacy Brown Randle and she walked through these five steps that were really awesome.
1. Understanding Who Refers to You
So the first step that she had was really understanding who refers to you. Now, I’m thinking of these people as like centers of influence. So, that could be a doctor’s office, or that could be attorneys who are referring to you now. So starting there, making sure that you are tracking where people are coming from into your practice, makes it easier to network.
2. Have it be Part of Your System
Step two that she had was to just have be part of your system. Every time you get a new referral, write a ‘Thank-You’ card. Now, of course, we have to take into account something like HIPAA compliance and confidentiality and all of that. But, even just say, ‘Hey, thanks for the referral, I really appreciate that’, if you aren’t allowed to give the person’s name.
3. Reach Out Throughout the Year
Then, next she had to reach out throughout the year. To stay top of mind with things that are meaningful and memorable. Some examples that she gave me on the podcast interview was that on Mother’s Day she sent all of her referral sources that were mothers a water bottle that had the Wonder Woman thing on there. And, she wrote a note about how they were superheroes and happy Mother’s Day. Then, on Father’s Day, she sent out Yeti water bottles to father’s. And, for anyone that wasn’t a parent, she sent water bottles to them as like a start to summer thing. So it stood out, but it wasn’t branded with her stuff.
4. Continue to Plant Seeds
Next is continue to plant those seeds throughout the year. She gave examples of finding days that are unique days of the year. For example, National Jugglers Day, she said, is July 17th, and one of her clients did this video talking about how there are lots of things out there, in regards to the things that you’re good at outside of your field. He’s a builder, but also a juggler. And then he had this video of him juggling these hammers and it just was a way to kind of stay on their radar and stay top of mind.
5. Have a Process and System
Then, lastly, she had to have a process and system. This so that a couple of times of year you’re either sending postcards to people, writing them notes, or giving a phone call or email.
Joseph R. Sanok, MA, LLP, LPC, NCC
Joe Sanok is an ambitious results expert. He is a private practice business consultant and counselor that helps small businesses and counselors in private practice to increase revenue and have more fun! He helps owners with website design, vision, growth, and using their time to create income through being a private practice consultant. Joe was frustrated with his lack of business and marketing skills when he left graduate school. He loved helping people through counseling, but felt that often people couldn’t find him. Over the past few years he has grown his skills, income, and ability to lead others, while still maintaining an active private practice in Traverse City, MI. To link to Joe’s Google+ .