Jameson C
Jameson Management Group, Inc., USA.
Dent Pract Manage. 1996 Summer:25-7, 29.
In your morning meetings, identify those patients who would be a great person to ask for a referral--patients who have expressed pleasure in receiving treatment from you. Then, determine who is going to ask for that referral. You wouldn't want to have EVERY-ONE ask them for a referral, so give someone that responsibility. Be sure that you have done some role playing and have practiced the verbal skills of "asking" for a referral. Get comfortable asking. Know that you will never know what you will get unless you ASK!!! All good businesses ask for referrals from their best customers. Learn from the masters. Pattern your own behavior after those who have acquired admirable results. When you identify patients who have accepted and have been pleased with your treatment, have come to their appointments on time, have gladly paid their bills, and have been a joy to treat, ASK these folks for a referral. More than likely they will refer others to you who are of like character. You can build a practice "on good patients just like you" and expect that to happen!!! Together, as a team, develop ways of acknowledging and nurturing your referral sources. If these wonderful people provide 70+ percent of your new patients, it benefits you to invest time and money in maximizing this source of practice growth.
在你早上的会议中，找出那些很适合请求转介的患者——那些表示很高兴接受你治疗的患者。然后，确定谁去请求转介。你不会希望每个人都去请求他们转介，所以指定一个人负责此事。确保你已经进行了一些角色扮演，并练习了请求转介的语言技巧。要自在地提出请求。要知道，除非你开口问，否则你永远不知道会得到什么！！！所有优秀的企业都会向他们最好的客户请求转介。向行家学习。效仿那些取得了令人钦佩成果的人的行为模式。当你确定那些接受了你的治疗并感到满意、按时来就诊、乐意支付账单且治疗起来很愉快的患者时，向这些人请求转介。很有可能他们会向你推荐其他性格相似的人。你可以基于“像你一样的好患者”来建立业务，并期待这种情况发生！！！作为一个团队，共同想出认可和培养你的转介来源的方法。如果这些出色的人提供了你70%以上的新患者，那么投入时间和金钱来最大化这个业务增长来源对你是有益的。
