OK, so you’ve successfully made it past the first date. A new referring physician has decided to give this a try and has referred a patient to you. Congratulations! What now?
Your relationship-building has only just begun. This “second date” is a bit of a test and perhaps even more critical than the “first date” when you met the physician as this patient’s experience will determine whether or not the physician refers more patients to you in the future.
The basics of good dating/relationship-building come into play again:
1. Be on time. Don’t be late for this very important date! It may be cliche, but you truly get only one chance to make a first impression. Being on time shows that you value the patient. And if the patient feels valued and shares this with the referring physician, you are well on your way to passing the test.
2. Spend time. Again, as with the first time you met the referring physician, initial patient visits are important, too, and they take a little extra time. Block enough time so that the patient does not feel rushed.
3. Listen. Just like your “first date” with the referring physician, do less talking and more listening. Let the patient fully share any concerns.
4. Explain and communicate. Take the time to educate the patient. Walk him or her through the entire treatment plan, including what to expect each step along the way. Answer any questions honestly and thoroughly. Provide printed information/instructions for them to take home to reference and suggest additional resources that might be helpful.
5. Thank. Send a handwritten thank-you note to the patient after that first visit. Thank them again for choosing you and placing their trust in you and your team. Assure them you are there if they have any needs or questions.
6. Thank again. Also send a handwritten thank-you note to the referring physician. This is in addition to any medical notes or communication. Let that doctor know you appreciate the referral and the trust they have placed in you to care for their patient.
Satisfied Patients = Satisfied Referring Physicians = More Referrals for Your Practice
Happy dating!