Referrals from doctor's please.....

Kristine,

I feel your pain. What Doctors do and say are very different. We went and took meeting swith several hospital, showing off Brake Director. They all thought it was wonderful and even said they had patients that could use or needed this solution in bicycling. But throughout that entire year, the return was '0'.

Even today, we have therapists recommend us, but never put us in touch with the patient and the patient never calls us. So we have to think in a new way to get around this. Our solution is to go after the Bicycle Police. That validation will open several doors, including doctors and therapist.

Why not offer a a reduced fee massage to the docs, etc? And I would do follow ups at least once a month to FYI and remind them that you are indeed interested in working with them. Three months is too long to be out of contact.

I hope this helps.

David

I'm not sue if this is appropriate for your business, but how about offering a certain number of free massages to the office staffers based on the number of referrals they give you? To staffers, aim your offer at this "selfish" motivation. To the doctor, aim your message to the business value of providing office's clients with a valuable service which the office can recommend first-hand.

Bruce, I like your idea about helping out the staff. People are certainly more likely to recommend a product they've tried!

I wanted to chime in just to say that referrals take time. I know how you feel, Kristine, that time is just ticking away that these docs MUST have seen clients that could use you.

I've been on both ends of the referral exchange, and as a referral giver, even when I'm in LOVE with a service provider, I will only recommend them when it seems like the right time and place.

As a sole proprietor who relies on referrals, I've also had multiple service providers (coaches, financial consultants, other therapists with different specialties) saying they would refer to me. And then silence for months.

The good news is, eventually the silence will end. Great referrals take time to flourish.

I've had people tell me they referred someone and the prospect takes six months to call! I've met people who contacted me because they wanted a therapist to refer clients to and I waited a year before receiving any clients from them.

It sounds like you've done some extensive legwork to connect with good referrers, so while it can be scary and frustrating to wait and trust that it will pay off (believe me, I know!), I hope that getting some perspective about time will help you gain patience and acceptance so you can be open-hearted when the referrals do come.

We've had the same experience as Rachel. Not in the medical field, but someone will say so-and-so recommended you and it might have been 4-6 months ago. People seem to work on their own timetables. And when the pain is fresh or the need is timely, and real, the phone call will happen. I can't stress enough that you should try to stay on your prospective clients' radar screen. We send out weekly e-tips and it's a good way to keep saying, "We're here and we can help you."

On the other hand, I know it's easy to say, "Hang in there," but a little more challenging to actually need a certain number of clients to pay the bills. We've been there and in some respects, we're still there.

Judy

Totally, Judy. We want to trust, yet bills need paying.

Mark Silver's newsletter is a great resource for really spelling out in a compassionate way the hard work we go through with ourselves as we try to make our bizes work.

BTW, I wonder, Kristine, if these docs really have a sense of what makes you different from all those other massage therapists. Do you think they have a sense of you as a person and whether their clients would feel comfortable with you? As a referrer, that's as important to me as knowing specifically what a provider does (niche and etc). Is there a way you can convey your welcoming energy to your referrers?

I wonder if potential referrers are clear about what type of "patient" is suitable for you. What sort of successes you have had with people needing massage therapy? If you were anywhere nearby, I'd have you leave a few pamphlets or brochures featuring a line drawing or better of someone with a cramp or something that can be helped with massage therapy. The patients may be prompted to ask me about it, and I can suggest them talking to you. Also perhaps you can ask doctors and other sources if they have someone with a problem you can help with, and would they let you have their contact so that you could contact them directly and offer a discounted session? I don't know what the rules are for your part of the world, but perhaps being a little more proactive may help. Regularly writing about the benefits of massage therapy in your local paper may direct consumers attention towards it or a letter to the editor commenting on the potential benefits that such therapy offers. I can empathise with you when you need clients pronto, but none are coming your way. I have been there and in a way still am in a few ways.

You joined Biznik, that's a great start - and you're asking questions. I checked out your website, it's very straight forward, easy to use and gives a person what they need without making them work for it. You even have a video although it didn't work for me, but that could be about me. I also had trouble with the Blog link: there were too many http:s in the URL and when I did finally get there, it is no longer active, apparently.

So... I think in today's world, the web is necessary and it should be clean and functional with as few missteps as possible because they all leave an impression.

That said, most people never go there. And even though I think a blog is great, most people never go there either. I didn't look at your newsletter, but it's a good, simple and cheap (hopefully) way to get in front of people and, again hopefully, what they read is intelligent.

You do a good job on the site of dealing with the insurance issues patients will have. You give them all good info and clear direction. That's very good.

As for referrals, make contact, offer one free massage to a referral source so they can: (1) see your place, (2) experience your work, and (3) get to know you better.

There are lots of issues with referrals: anticipate as many as possible and make them go away for the referral source. Being on insurance plans helps. (A trades relationship with a referral source can be a good thing if you are the low maintenance type and you are in "fair" relationship. You decide what fair is but I have trades relations with several LMPs, all of which I actively refer to, and my only rule is that I don't keep track: they see me as and when they need to or get here; I see them on the same basis and we are able to talk so that none of us feels we are taking advantage of the other.)

Then spend your time educating the referral source about your specialness, whatever that is. Maybe it's your hours. Maybe you are a wizard with pregnant woman. Whatever. It's a missed opportunity for most of us but make sure other massage therapists know you and about you as well.

I was able to help a massage therapist (who hasn't yet joined Biznik) that broke her wrist in an auto accident a couple weeks ago by putting her in contact with another massage therapist I know (who is now a Biznik member). The therapist that is a Biznik member knew someone else who is now helping out by doing the deep tissue work that the first therapist can't do. I used Biznik to make that happen, and it's certainly not what most people would think of when they think about "networking" is it?

Along those same lines I've had numerous new Biznik people approach me wanting a relationship that would result in referrals (for them), then essentially break off the relationship because it didn't happen fast enough. All the massage therapists that have ever worked in my office showed up thinking my referrals would butter their bread. They soon learned it isn't that easy - at least not in this office. But they all still enjoy referrals from me and almost all of them enthusiastically refer to me.

I'm out of time...

I think the best way to get good sources of clients is to create real relationships with them.

There's a challenge in this as health care practitioners are often immersed in their own businesses and practices that they can't see easily past it.

I find the genuine, real and honest connection works the best. Be yourself and be bold and lay it on the line... say to the person you want a referal from to give it to you strait. You basically want them to think of YOU as someone who can help their clients.

That could be a combo of personal chemistry and flow with the doctor in question as well as how much you are getting in their consciousness.

You've got to be really really clear about what you want from them and be very bold in asking them if they can give it to you. Look at all the nitty gritty like location or your technique or what.

If you can't go the personal connection and chemistry route - them go for the uber-professional massage therapist route and send material about yourself and your practice to their office ALL THE TIME. Send them articles and newletters. Visit the office phsically.

You got to get in their heads. You have to think of ways you can be on their minds when they think of the ailments of their clients.

big things could be monthly chair gigs in the waiting room. staff and office appreciation chair gigs.

medium sized things would be your sweet-looking marketing materials sent to their office. Always stating clearly how your massage can help, what it can help, how to find you and maybe some citchy little piece of massage advice thrown in.

Send personal emails to the doc saying hello, how are you. Always check up on the relationship and say "hey, I have noticed you have not sent me any clients, is there any way I could help you think of me when you are helping your clients?"

heck - tell them you are in need of cash flow, pure and simple: "hey would you mind sending some clients my way - I'm getting slow and I could really use the financial support of a more bookings"

see if they respond. see HOW they respond. The next thing to consider is making new contacts ALL the TIME. meet new practitioners, reach out, ask for what you want and follow up.

Massage therapists often have the reputation of being flaky - show them they can rely on you by following up QUICKLY.

Send newsletter emails to all the staff of the office - short messages on how massage is great for such and such along with a case study - not more than a few paragraphs, contact info and always get permission to send stuff.

it's trickle affect. These guys are friggin busy. They have a billion things to consider everytime they see a client and you just have to get into their heads and figure out how to get YOU to come to their minds when they are seeing their clients.

how about the magic of a referal pad of paper that has your logo and contact info along with blank spaces for client name, number of massages and diagnostic codes, pip claim codes and other such nonsense.

-or just a plain pad of paper with your logo at the top - that says "massage referal" at the top. you can give this to them to help them keep you in mind. imagine how powerful it would be to have a referral notepad sitting on the desk of their examination room and it has your logo at the top with all your contact info.

it's the little things. just build them up over time.

overall - I would say - come across as a real person and not just the identity of LMP. you just get lost in the shuffle if you do that. Make an impression and look for good chemistry. give up on the contact if they seem cold, flaky, looking down on you or just blowing smoke up your butt. check your gut - does this person seem to really be hearing me, do they seem truly interested in me and my work or are they just getting a free massage out of me?