Matthew Gillogly explains how healthcare providers build referral sources: define your perfect patient, under-promise and over-deliver, bundle services into a signature solution instead of offering à la carte options, and combine interventions to speed up patient outcomes.
First, you have to be very clear about who you're gonna serve and who you're not. We call it serving the perfect patient. Only make sure that you are serving the perfect patient. Don't take any patient in. Second, under-promise and over-deliver results. This is a big question. Third, increase the likelihood of the desired outcome. This comes in the form of the signature solution. Do not do à la carte, one little thing at a time. Do the opposite of what they teach you in the insurance space. So what you wanna do is you wanna increase the likelihood, put a couple of things together to get those results. Figure out how to get results faster.
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