Successful acupuncturists understand the importance of referrals in growing a practice; however, most practitioners would benefit from prioritizing this task. It may be challenging to know where to begin, but it does not need to be overwhelming. Once you identify and implement a process, asking for referrals becomes second nature.
For most practitioners, there are two types of referrals to consider: referrals from patients and referrals from medical practices. Happy patients are the key to both.
Referrals From Patients
Referrals always begin with a happy patient. When your client sees positive results from your treatments, they share them with others. So, make it easy for a patient to provide feedback by sending a short survey after every appointment. As part of the survey, ask if they know of others who would benefit from your services, and consider offering a discount to sweeten the deal.
Examples of offers could be additional services, gift cards or "friends and family" consultations. The possibilities are endless, so ask other practitioners what they do for their customer loyalty programs and modify them for your own practice.
Getting Started: Establishing a patient loyalty program is a great way to get referrals. There are several ways to set this up, including via membership or by points per visit. Whatever you decide to do, make sure you keep it simple for the patient. Whether it be a button or form on your website (prominently displayed and never hidden), or through an automated post-visit email, minimize a patient's efforts for a referral and always follow up with a message of thanks for their support.
Referrals From Medical Practitioners
Getting referrals from other medical practitioners may seem unattainable, but it does not have to be complicated. Many of your patients will see multiple practitioners simultaneously, such as a Western doctor, chiropractor, nutritionist or physical therapist. Establishing a positive relationship with these other practitioners can lead to great referrals and the opportunity to share your expertise with the greater medical community.
Getting Started: The best way to get the ball rolling is simply by asking your patients. Start with the providers your patients frequent and ask for an introduction. Let the practitioners know you accept new patients and have appointment openings. Remember to familiarize them with your areas of expertise, and always emphasize how you can complement their own practices.
The biggest key to building that relationship is establishing trust from the very beginning. It may start with a phone call and an email introduction or an invitation to lunch. It is essential to communicate your ideal patient to them, so they know which patients to refer to your practice.
Another critical relationship is with other practitioner's office staff. Receptionists, nurses and office managers often function as physicians' gatekeepers. Frequently, they are the ones doing most of the referrals, so be sure to build trust and a positive relationship with them. And make sure you follow-up often to keep them updated with news from your practice. When they do send a patient your way, show your appreciation by sending a personalized thank-you card.
Finally, remember that referrals are a two-way street, so recommend your own patients see other physicians when appropriate. They are there to complement your practice, too!
As modern medical standardization continues, the field of traditional Chinese medicine has the advantage of comprehensive personalization. For rare or complex cases, deeper consideration of constitution is invaluable. Proper constitutional assessment, especially with first-time clients, can guide desirable and predictable outcomes. This leads to a higher rate of return, and greater trust between you and your patient.
Though the creation of a financially sustainable, health-promoting model feels far away today, we are casting a vision for a full return on health, believing that this compels us to keep one foot firmly rooted in caring for the sick and the other foot firmly founded in maintaining health. Shifting from a fee-for-service model to value-based care using a phased approach is paramount.
Laser therapy has emerged as a powerful tool in the realm of traditional Chinese medicine (TCM). This new modality fits beautifully into the toolbox of the modern acupuncturist, as it can be used as a hybrid form of stimulation to acupuncture points, meridians, organs, nerves, and symptomatic areas in a new way that blends both moxa and energetic needle-like responses.
