CombinedNSP Site Admin
Joined: 13 Dec 2006 Posts: 1406 Location: Cleveland, OH
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Posted: Dec Sun 17, 2006 1:18 pm Post subject: Referral Network! |
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Referral Network!
The Top 10 Do's and Don'ts to Build Your Referral Network!
Every professional practice depends on a steady flow of appropriate referrals. Building an effective network of colleagues who regularly refer clients can be difficult, but nothing is more critical to a profitable, efficient, and satisfying private practice. Accountants, Attorneys, Chiropractors and Physicians (and other professionals) depend on referrals. The following tips will help.
1. DO: Be visible and well liked!
Know lots of people and be sure they know who you are and what you do. This is obvious, but bears repeating: Get out of the office and mingle!
2. DON'T: Inappropriately use acquaintances or membership lists to build your practice. People hate being put on the spot!
3. DO: Join and contribute to worthwhile groups and causes.
You have to put in before you can take out. Be known as a generous, friendly person with lots to give. Participate in your community!
4. DON'T: Grab the spotlight or Chair every committee.
Don't turndown positions of leadership or responsibility, but don't be pushy. Let people discover you!
5. DO: Show up!
Whatever your current circle of friends and relationships, this week go someplace else! Keep adding new circles of influence and expand the range of your interests and involvement.
6. DON'T: Expect colleagues with similar credentials and expertise to be referral sources. They have their own businesses to build and are unlikely to share clients with you. Be realistic about this. Build your network of friends and associates, but don't put them on the spot by asking them to refer their own clients to you.
7. DO: Reach beyond your profession for business connections.
Look to business owners, salespeople, educators and managers. Anyone who connects with lots of people and who does not compete with you is a potential partner.
8. DON'T: Rush into business relationships.
Have lunch, get acquainted, but never push a business card or brochure on anyone. Conveniently "forget" them at the office, and send a follow-up letter a couple days later.
9. DO: Make sure your business connections run both ways.
Referring clients must make business sense to both sides. Make sure your work produces increased income, more convenience, better outcomes or other specific benefits to your referral sources. This is only fair.
10. DON'T: Panic or try to rush.
Most successful practices only need a handful of great referral sources. Select and cultivate them wisely and patiently. Build slowly and well. It pays huge dividends!
Source: Submitted by Dr Philip E. Humbert, who publishes a popular weekly newsletter for professionals. He can be reached at http://www.newdreams.com. |
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