How to Build Strong Healthcare Partnerships (UNLOCKING REFERRALS)

Getting referrals from medical doctors with research. My name is Dr. Jeff Langmaid with the Evidence based Chiropractor and I want to break down why it's such an underrated form of building your chiropractic practice. Additionally, some action steps you can take to start bridging the gap, getting out there and building relationships with other healthcare providers in your community. So at the evidence based Chiropractor, when we talk about getting referrals from medical doctors, it's really not just medical doctors, it's all healthcare professionals. If you're a doc out there and you're really focused on the pediatric aspects of chiropractic, you might want to focus your list, your target list on obgyns, midwives, doulas, pediatricians. If you are more in the CrossFit community, you might target gym owners, personal trainers. But if you are a practice like mine, then we targeted predominantly medical doctors in the community, MDs, DOs, primary care physicians and more. And really for a lot of docs out there, they love the idea. This might sound like you, you love the idea of getting out there and bridging the gap, but you just don't know where to start. So within the evidence based chiropractor we talk about a three legged approach to building referral relationships. One of them is sending case notes periodically. The second one is sending research updates monthly, which we're going to focus on here. And then the third is taking and executing meetings where you learn more about them, their practice and how you can help them and their clients achieve better health and wellness. But why is research so important? We're going to focus on that second aspect which is sending monthly research updates. Benefit of sending monthly research updates is it's completely controllable marketing asset, meaning you're in control of it. If you choose to send monthly research, you guarantee you have positive top of mind awareness, you have branding and you have positioning for your practice in their eyes each and every week, month. And we all know that consistency is ultimately what drives the success of any marketing program. So I love the consistency and I love the active aspect of getting out there, promoting your practice, staying top of mind, keeping that brand central and positioning yourself as somebody who looks towards the latest literature and is looking to bridge the gap and build that relationship. That is a unique way to go about it, that doesn't require you to discount your services that be scammy or sleazy, but really gives you the way that you can market your practice in a way that you can be proud of, which is really what it should be all about. The other aspect of research, which is interesting is it starts to showcase more of what you do behind those four walls of your practice, right? Getting that information out there, as far as how does chiropractic affect the nervous system? How does an adjustment work? It can be very daunting to get that all out in one talk or in one meeting. As a matter of fact, I wouldn't recommend it because it come off as information overload. But when you touch somebody's office one time a month with research, it gives you the opportunity to drip that information slowly out to them, one step at a time, one topic at a time, in a way that is very digestible and makes it much, much more impactful. And on that token, this is all about elegance as well. When you're reaching out to other healthcare providers, you want to be elegant in your communication, right? You don't want to send somebody in their front door in a chicken suit offering a 50% off coup. A much more elegant way is to stay consistent, to stay professional, and to use research as the basis or the foundation for how you reach out. Now, research isn't the only way to do it, which is why we have case notes as well, showcasing the great results you get in your practice. And we also have meetings. And meetings are a great opportunity to build trust and rapport. But don't forget about the research. Far too many docs and this might be, you take a meeting and they don't see that result and then it drops off. In the sales world, we say, you know, 99% of the sale is in the follow up, and your follow up should consist of case notes which ebb and flow with who walks in. You can't control every case note that you send because you can't control every new patient that comes in your practice. But what you can control, controllable asset, your consistent marketing play to bridge the gap and build relationships is to utilize the wonderful research that we have. And we have a tremendous amount of research showcasing all types of different aspects of chiropractic. But with only 15% utilization of chiropractic and very few docs out there getting a ton of referrals from other healthcare providers, it is not translating. So the onus is on you, the onus is on me and all of us to make sure that we are getting that information out, that we are educating not only the public, but also other healthcare providers about the benefits that chiropractic can offer, that we're reducing friction, we're reducing fears, we're doing it in an ethical way that all of us can be proud of. That is what we do each and every day at the Evidence Based Chiropractor. If you'd like more information about how you can systematize and automate that process, then please visit us@the evidencebasedchiropractor.com but I would encourage you to think about what research can you get out to the other physicians in your community to bridge the gap, build your practice, serve more people, and have more fun in practice. For the Evidence Based Chiropractor, My name is Dr. Jeff Langmaid. 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