Referrals are one of the many crucial veins that pumps the heart of any orthodontic practice. Striking a positive rapport about referrals at the right time, in the right mood, is integral to maintaining a positive relationship with your patients. Yes, it’s an excellent way to gain new patients, but if approached incorrectly, or at the wrong time, you may risk losing not only a new patient, but a current one, as well. So, when is the best time to ask a patient to refer you? Our team at Ortho Marketing has come up with some guidelines to assist this delicate process.
DO NOT ASK WHEN:
- There have been complications with the treatment: What might have started as a simple braces treatment sometimes ends up being a bit more complicated than you originally thought. If you’ve just discovered the extra complexity of the case, this is not the best time to ask for a referral. If the patient or parents are still uneasy about the potential outcome, they won’t trust you enough yet to feel comfortable referring you. Wait it out until you’ve earned their confidence.
- A patient is having a rough time: Through no fault of your own, often child patients have a tough time with orthodontic treatments like braces, especially if it’s a harder case. Even if the treatment is going as planned, children can be very sensitive to the unfamiliarity of braces. If you are struggling to assuage the child’s discomfort, the parents won’t be ready to refer you yet. Once any discomfort has been taken care of, which may not be until the end of treatment, then you can feel more confident asking for a referral.
DO ASK WHEN:
- You’ve made a connection with a patient or parent: Perhaps treatment got off to a great start and your rapport is going great. Or maybe you happened to crack a joke or tell a story that resonated with your patient or the parent. Maybe a child you’re treating with braces came in crying but is leaving smiling! These are all great moments to take advantage of; ask for a referral before the moment passes.
- A successful, smooth treatment has been completed: This is most likely the best time to ask for referrals. Now that the patient’s treatment is complete, the patient or parent fully trusts your ability to provide superb orthodontic care, and they’re ready to spread the word. Give them the encouragement they need to do so by asking directly for a referral after a successful treatment.
Pro Tip: Train your staff to ask for referrals, as well. Your staff are generally the first and last to see your patients, so it’s great practice to have the last encouragement they hear to refer your service on to someone else.
For more tips on in-office marketing techniques that will help you bring in new patients, our team at Ortho Marketing is always happy to help. You can always take a look at our blog for videos, podcasts, and more media to help you market your practice. To find out more information or to schedule your consultation with us, don’t hesitate to contact our pros at Ortho Marketing today!
