DENTIST -PERIODONTISTManaging the referral relationship

DENTIST -PERIODONTISTYour Question: How do I get GP’s to send me

patients??

DENTIST -PERIODONTIST

1. Join the Military: They have to send to you.

2. Practice in corporate dentistry:

They have to send to you.

3. Join Insurance Networks: some patients will

come because your are “In Network.”

4. Work the Referral Process

HOW DO I GET REFERRALS??

THE BEGINNING

Whether Start Up, Buy a Practice or Associate you must:

Get your paperwork in order

THE BEGINNING

Whether Start Up, Buy a Practice or Associate you must:

Go Meet the Referring Doctor

THE BEGINNING

Whether Start Up, Buy a Practice or Associate you must:

Go Meet the Referring Doctor.

Know something about their office before you visit.

THE BEGINNING

FROM DENTALTOWN:

“Go meet them in person, even if its just stopping by the office to

introduce yourself or to leave a card. We have a new perio guy in the

area. He came by and I met him personally (never met the others in the

area) and now he'll get every perio referral from me. He's spent a lot of

time going to offices, meetings after work, going to bars, etc... and picked up a lot of referrals that way. Same goes for ortho... I've only met

the docs at one office and they get all my referrals.” And……

“Definitely stop by yourself, and ask if the GP wants to do lunch. I'm

always amazed when specialists send referral pads and don't take the

time to introduce themselves. We pitch'em straight in the trash.”

THE BEGINNING

Whether Start Up, Buy a Practice or Associate you must:

Cold Call vs. Known Dr.

Meet the Referring Doctor

2 Methods:

Just Show up- unannounced

Call to make appointment

Best times- 15 min before day starts or lunch hr or afternoon

THE BEGINNING

Whether Start Up, Buying a Practice or Associate you must:

Meet the Referring Doctor

What do you talk about?

Introduce yourself, summarize your training.

Firm handshake and lots of eye contact.

Always bring a “goody” for their office.

Let them know you are here to serve their practice and patients.

THE BEGINNING

Whether Start Up, Buying a Practice or Associate you must:

Meet the Referring Doctor

What do you talk about?

Ask them where they trained. How long have they been in that

location

Ask them about their prior experiences working with periodontists

(SHUT UP AND LISTEN).

Give them your cell # in case they need you for any perio

emergencies or to get a patient scheduled in a hurry. Write it on the

back of your business card.

Ask them for referrals in closing.

THE BEGINNING

Role Play / Practice:

1. Call referring Drs office for best time to visit

2. Try to do some research on Ref Dr before visit (website, FB, your office staff & Dr.)

3. The Visit- Introduce yourself to front desk staff, hand over a business card and “goody.”

4. Introduce yourself to referring Dr., firm handshake and eye contact. Give some short biographical info about yourself

5. Complement office, try to bring in some facts you learned about the Dr and practice in your research, find some common ground, ask questions.

6. Show your folder and contents to ref dr .and hand over to him

7. The closing: ASK for referrals. Thank them for taking time to meet with you

8. Follow up with hand written note card

THE 4 REFERRAL METHODS

THE 4 REFERRAL METHODS

1. Single Doctor

THE 4 REFERRAL METHODS

1. Single Doctor

2. Two or Three Names

THE 4 REFERRAL METHODS

1. Single Doctor

2. Two or Three

3. Full list

THE 4 REFERRAL METHODS

1. Single Doctor

2. Two or Three

3. Full list

4. No Name

COMMUNICATIONS WITH DENTISTS

Forms and Letters

FORMS AND LETTERS- REFERRAL SLIP

FORMS AND LETTERS- REFERRAL SLIP

FORMS AND LETTERS- POST EXAM

FORMS AND LETTERS- POST INITIAL PREP

FORMS AND LETTERS- THERAPY COMPLETION

FORMS AND LETTERS- IMPLANT THERAPY

FORMS AND LETTERS- SPT REPORTS

FORMS AND LETTERS-

REPORTS

FORMS AND LETTERS- REPORTS

FORMS AND LETTERS- REPORTS

FORMS AND LETTERS- REPORTS

GP TELEPHONE CONTACT

IMHO- at least 1 telephone contact with each

referring GP per month!

Have a basis for your call…like to discuss a particular

patient

Exchange pleasantries, show genuine interest in their

lives / practice.

Discuss the patient.

End the call by always thanking them for their referrals

GP TELEPHONE CONTACT

IMHO- at least 1 telephone contact with each

referring GP per month!

Keep a data file on each practice / ref dr.

Note date of call and any specifics learned about

them or their practice. You want to know their

staff’s names, dr’s spouses’ name and occupation,

dr’s birthday, dr’s hobbies, # of children and

names

Use this info in future contacts

THIS IS CALLED RELATIONSHIP MANAGEMENT

GP TELEPHONE CONTACT

IMHO- at least 1 telephone contact with each

referring GP per month!

After your 1 call per month, only call if you have a

specific issue to discuss about a patient.

Practice telephone etiquette:

Try to take calls from referring drs if you are not in

surgery (sometimes OK, if you are in sx)

NEVER, EVER have your staff call a ref dr, have

them get that dr on the phone, then go and get

you on the phone…RUDE!

GP TELEPHONE CONTACT

Inter Office Staff Contacts

First name basis.

Call to request records, if needed.

Call to let their practice know patient has finished

tx and to schedule their first apt with GP. Let them

know a Tx letter will be forthcoming.

Call to ask who GP refers patients to for endo, OS,

and ortho when needed.

Call to let them know if there will be any reason

patient will be delayed in returning to GP’s office.

GP CONTACT

NETWORKING !!! Go to lunch

Study Clubs

Dental Association Meetings

Continuing Education Events

FEEDBACK FROM PRIOR GRADS

“There are a lot of things from the lecture you gave us

that I used and believe that they worked.

“The paperwork to present yourself was great! I

almost copied everything that you had in that referral

packet. Just changed the names and added some

specifics of our office.”

FEEDBACK FROM PRIOR GRADS

“I believe is a big plus to meet the referral in person and try to

speak with them.”

“For me it didn’t work to schedule the appointment. It was

better to just show up early in the morning, middle of the day

or at the end. “

“Definitely bring a goodie for the front and know their names.

Like you said, after you visit the office write down the names

of the staff. This comes in handy when following up. I actually

look at the office website before I visit them to know about

the doc, the office and the staff names hygienist. “

FEEDBACK FROM PRIOR GRADS

“To find the docs I used the ADA website, and the state

dental board. To find the other dentists around the area I

was in, with the iPhone, I typed “dentist” and see if anyone

else popped up nearby. “

FEEDBACK FROM PRIOR GRADS

“One of the mistakes I made was to try to visit too

many offices. I was not been able to follow up with all

of them. I have to say that it is probably better to stick

with a smaller group that shows a little interest.

At times, they didn’t return my calls or the front never

let me speak with the doctor and it was discouraging.

I think I was trying to do too many things at once.”

FEEDBACK FROM PRIOR GRADS

“I have found that for scheduling lunch or dinners it has been hard since the dentists have not been that receptive to meet. There are a lot of older dentist in this area and it is harder to relate to them. The ones I have been able to go out with, are usually younger.

It has been also good to give them my cell for emergencies or to answer their questions so that they can contact me almost instantly.”

FEEDBACK FROM PRIOR GRADS

Dose of Reality – It is tough and competitive

out there. If you want to succeed in private

practice you will work hard. It can take

anywhere from 3 to 5 years before you feel

comfortable.

For Social Media

?? QUESTIONS ??