Questions

As a massage specialist I am hoping to have pre-screened referrals from dentists/specialists, what's a good way to establish a solid referral network?

I am asking clients for their dentists' names and then calling them up one by one. Few dentists are willing to meet me, and I find the process tedious. I am curious to find if there's another, more efficient way to reach my target clients. I am looking for something other than website SEO.

3answers

Hi, I've spent years working in business to business sales and essentially, you're trying to sell these professionals on the idea of working with you. I also have a large referral network and I've systematized it such that its easy for me to manage rewards back to those who send me business.

First off, what's in it for them? Are these professionals allowed to earn commissions or rewards from you in your location? Find out. If you can offer a referral fee to them for sending you business this can be nice. In my system I give people a choice of how they want to be thanked and its really appreciated.

Secondly, is there any way their professional reputation could be damaged by sending people to you? Do you project the image and deliver the service that they believe complements their own?

Thirdly, how easy are you to work with? Will referring a patient to you require them to pick up the phone? Send an e-mail or manage the contact in any way? The less work the better. In my system, referring professionals just fill in a simple web form and I then contact the client and take care of everything from there.

I hope this helps. Arrange a call with me if you'd like to discuss specific details, I'd be happy to work with you to set up a system that works for you and is also easy to sell to the professionals you're trying to work with.

Thanks

David Barnett


Answered 4 years ago

Hello, I'm a marketer and strategist by trade. One of the best in Arizona, where I reside.
I can guarantee you that a fundamental reason is that you are calling and talking more about you instead of them. Do your homework on dental services. Aim for one genuine friendly relationship so that you tap into one dentist for pain points and feedback before talking or aiming your efforts (whatever they might be after all) at other dental offices. Once you know what they need, what they want, what they aim for then you can change the conversation to how you can be of value to them.

Another thing is that you don't call and introduce yourself and ask for a partnership in the first same call. Nurture a relationship, address your goals and purpose of the relationship but don't press for a "trial" start by maybe you sending them clients.

Also, read on blue ocean strategies. I have actually helped massage companies increase their market share with this sole methodology. Think out side the box and also from their perspective. :) #unthink


Answered 4 years ago

Hi... :)

A great way to reach them is by direct mail, send them a nice letter or a postcard... The most important thing is to create a great title so they can start reading and make it appealing it can be funny, doesn't matter.. Inside the letter or postcard tell them the benefits (what's in it for THEM) and at the bottom add a link, your phone number and email and tell them 2 things,, and this is really important....

1. If you would like to learn more about my referral program, don't hesitate, contact me you can send me an email, give me a call or visit the link below...

In another paragraph (try not to put them together, it can also be a "PS" if you like) tell them this:

2. I know you have a very busy schedule and sometimes important partnerships like this one might slip your mind, so I'll be giving you a call Saturday 19 around 10 am to follow-up and see if you can give me a minute of your time.

You don't have to use the exact words but I hope you get the idea...

Hope this helps and let me know if I can be of any assistance...


Answered 3 years ago

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