Practice Tip:
How to Ask for a No Pressure Referral
By Linda Parker
Asking for referrals can be an extremely effective way of generating new clients and is simple when you understand who to ask for referrals and how. This actually begins at the team meeting. When a valued patient is identified in the meeting, an action plan around that patient should be developed and implemented to further maximize the value of the patient.
A valued patient is one who:
- Accepts treatment
- Pays for treatment at time of service
- Keeps regular hygiene appointments
- Refers family and friends to the practice
In your morning team meeting identify who is on the schedule for that day that is a valued patient. Then decide who on the team has the strongest relationship with that patient; it will be that team member who will ask the patient for a referral. Everyone on the team will participate. After that is determined, the actual verbiage might go something like this: “Mrs. Jones when I saw your name on the schedule today I really got excited to see you were coming in. I always enjoy caring for your dental needs and chatting with you. We value you as our patient and if you have any friends or family that are in need of dental care we would be honored to have them become part of our dental family. We would treat them with the same quality care that we give you.” Or consider something as simple as “We are never too busy to care for your family or friends.”
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 Make the verbiage your own by incorporating language that fits you. In your team meeting, role play, make it your own. You will soon begin to see new faces in your practice. Above all, have fun with this. Your patients will be honored that you cared enough to ask them for a referral.
Contributing author Linda Parker is a national practice management consultant with over 25 years of experience. For more information she can be reached at dynmconsulting@aol.com or phone (602) 628-9886. |
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