IMPORTANT CONSIDERATIONS FOR ANY REFERRAL REQUEST You have a lot of expertise, and can help treat any number of conditions. But most of your patients will only think of you in terms of what brought them in. Think about it this way: if I were to ask you, “Do you know anybody who needs an accountant?” You would prob- ably tell me “Sorry, no, can’t think of anybody.” But, if I were to ask you, “Do you know anybody who has started their own business within the last three years?” or, “Do you know anybody who has kids entering university?” or “Do you know anybody who’s going through a divorce?” These are all people who might bene- fi t from speaking to a skilled accountant – but asking for them in this specific way makes it much more likely that you’ll be able to think of somebody who fits some of these criteria. Can you see how this applies to your patients? Okay, now we can examine “L”, “S”, and “R” as they refer to referral generation. LIMITED Decide that you’re going to spend a month asking your patients about specific condi- tions – see the next section – and only ask once per patient within that month. So, if you see John again in two weeks, you won’t ask him for a referral then, because you will have asked him today. SPECIFIC The idea here is to pick one or two things that you treat, and ask your patients if they know anybody who is suffering from those ailments. For example: “John, before you go, I wanted to ask you – Can you think of any- body in your life who suffers from migraine headaches?” Then wait. Give him time to think. If he says no, you can ask, “Do you know anybody who’s suffering from arthri- tis?” Again, give him time to think. You can explain that you are asking because while you have met with great success in treating many patients for those conditions, you know that there are many more people who are suffering through them needlessly – and if that’s the case with any friends, family, or co-workers of John’s, you want to do anything you can to help. REGULAR This means that you want to change the specifi c thing you’re asking about on a regular basis – usually, every month or two months works best. That way, you can ask all of your pa- tients about potential referral opportuni- ties in a much more effective way, and you can ask them a number of times over the course of a year. TURNING MYTH INTO REALITY The LSR model for referral generation is one of the ways that you can help your patients bring in many more referrals to your practice – without putting them in an awkward position, and without putting your relationship with them at risk. The great myth of “asking for referrals” is that you just have to ask. Like all myths, it has a kernel of truth to it. The LSR model can help take this myth into the realm of reality because, unless you ask your pa- tients for referrals in the proper way, you’re likely to do more harm than good. • OrthoCanada Electrotherapy TheraSound 3.4 Ultrasound* $1,595 Specials Hands-free Ultrasounds Lasers Ultrasounds Stims Combos Some models include the NEW Laser Port ($ Autosound 7.6 Hands Free Ultrasound & Stim Combo* $3,695 200 extra value) which allows the addition of a Laser Applicator and Hands-Free SLD Light Cluster upgrade on your unit at any point in the future. Limited quantities. Offer valid between Sep 15th and Dec 31st 2009. ST2/4, 2 or 4 Channel Stim* $2,295 / $2,895 1-800-561-0310 x10 www.orthocanada.com 36 • CANADIAN CHIROPRACTOR | OCTOBER 2009 www.canadianchiropractor.ca
Chiropractic + Naturopathic Doctor October 2009: Page 36
