Wondering what’s going to bring you the most Referral Network success?
Well, you’re in luck because…
I’m going to share the Ten Key Drivers of Referral Network Growth with you.
I like to think of each driver as a lever that you can pull.
If you pull on the lever a little, you get a little success. If you go full throttle, it will catapult you into greater success more quickly.
Pulling one lever will get you some traction. Pulling all the levers will get your Referral Network engine running like a well-oiled machine.
So, what are these key drivers?
Clinical excellence
First and foremost, clinical excellence must be the top priority. Nothing else matters if patients don’t receive good care with great outcomes.
Solid referral process
It’s important to ensure the referral process is seamless for patients and referring partners alike. You can read more about this in the previous article here.
Seamless communication
If it feels like you’ve heard this before, you have. Why? Because it’s that important.
Communication is the number one request from referring doctors after clinical skill. Practices who communicate best with their referral partners, enjoy stronger referral relationships and more referrals.
Strong physician liaison sales team
Your liaison is the face of the organization to your customers. They must be well trained and equipped to tell the practice story to referring offices.
Consistent call plan
All too often I will ask a practice where their liaison is going and how they are spending their time and the answer is, “Uh, I don’t know?”
Or…
I will ask a liaison what their plan is, and the answer is, “I just drive around and see some offices.” No plan. No strategy. Just fingers crossed hoping they are spending the right amount of time in the right places.
The best liaisons know where to go, when to go there, and how to make the best use of their time.
Customer targeting
Customer targeting is just a fancy way of saying that you know which customers to call on and how much time to spend with each customer.
Online referral portal
The ability to quickly refer patients online provides a simple and seamless way to refer patients.
Dedicated referral or co-management coordinator
This position is the “glue” that holds a Referral Network program together. They support the field efforts by scheduling referred patients and maintaining internal communications between a practice and it’s referral partners.
Comprehensive Customer Relationship Management (CRM) tool / tracking
Measure what you treasure. It’s impossible to know where you have been, where you are headed, and what the return on investment for your program is without comprehensive data.
Customer advisory board
Meet regularly with key opinion leaders in your area to gain market insights. Partner with them to further develop and refine your program.
I’ll let you in on a little secret…
Almost no one does this.
And… It’s a huge win for those who do.
If you’re struggling to pull some of these levers or have one that gets stuck, we’re always happy to help!
