Need to make a great impression with a promising potential referral source? Then this week’s podcast on how to manage your first meeting with a nearby provider should be just what the doctor ordered.
In this episode, I explain how to make the most of your in-person introductions to referral sources. You’ll hear how to guide the conversation to build rapport and help them understand the value you can bring to their patients. And I also share some tips for how to describe your cash-based practice in an enticing way that helps it outshine the competition.
This “highlight” is taken from Q&A calls with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
More specifically, I discuss these topics related to meeting a potential referral source:
- The uncommon question you can ask that instantly reduces any hint of “sales” resistance from the caregiver.
- The key to getting a potential referral source interested in learning about your practice in depth.
- How to introduce the out-of-network topic in a way that allows you to truly differentiate the level of experience you provide for patients.
- Why I don’t recommend a cash-based practice invest a lot of time building a network of insurance-based physicians in the hope of driving referrals.
- Which types of physicians are most likely to refer to an out-of-network clinic.
- How to navigate introductory conversations in a way that makes you more likable and opens the door to a deeper discussion of what makes your practice unique.
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