Many dentists feel as though asking for referrals makes them look desperate for new patients, but it doesn’t have to be that way. It’s all about how you approach the conversation. Here’s how to make asking for referrals less awkward and more effective:
Get comfortable with it!
Make sure the entire dental team, including the doctors, has the verbal skills necessary to comfortably and confidently talk with patients.
Start by asking patients how their visit was.
More than likely they will pay you a compliment, providing the perfect opportunity to get a referral.
Respond with gratitude.
Explain to them that their good experience wasn’t a fluke – it’s something that you and your team work hard to accomplish every day, with every patient.
Now engage the patient.
Remind the patient that, if he or she knows of any friends and family who would appreciate the same commitment to care, your practice is accepting new patients and welcome referrals.
This helps patients understand that you are in fact accepting new patients, which isn’t always obvious to patients. And it demonstrates that you would welcome the opportunity to care for their friends and family. Ending the conversation on such a high note will help motivate patients to spread positive word of mouth and demonstrate your continued commitment to providing top-notch oral care.
Check out my video on how to ask your dental patients for referrals for more one-on-one advice!