Maximizing Your Practice with Referrals

Somebody, if somebody has gone through your process and they're happy, they should be so happy that they want to tell other people about it. Right? That's really the measurement of whether you did your job or not. Sending more traffic or making more sales to a process that people aren't excited to refer to tells us where the problem is. So we should be having or experiencing at least 30% of our new patients or new clients, ideally coming from referrals, because that tells us that people are happy with the results. They can't stop talking about it. People are witnessing the outcomes that they're generating and they're happy with the experience that they have. One thing that I've said for many years is people don't refer based on results, they refer based on experience. So we have to use our referrals as a metric of did we create a meaningful experience for people and can they see themselves going through this process again? Can they see their colleagues, their loved ones going through this process so that they can experience the same benefits Many times? We've probably, I'm sure many practitioners here have created amazing outcomes for people and then we're kind of left scratching our head as to why, why am I not getting more referrals? So then don't question your process, question your or outcomes. Question the experience you're creating for people. Is it memorable? Are you going the extra mil. The extra mile is simply an inch. And if you're not getting enough referrals, then I would, you know, just tap into that. What could we do a little bit different? Sometimes it's a matter of asking or creating a focus group and asking people questions. Right. You know what, what would it take for you to tell everyone and scream from the rooftops that this is where they need to go? It might not be what you think and it's going to be different for each practice, it's going to be different for each avatar. But what is it that people are looking for and what experience and journey do you have to take them on to make them hyper referrers and really ambassadors and stewards of your brand? That would be the ultimate question. So referrals are probably, in my opinion, very much underrated. That should be our primary focus. That's the holy grail, is to move to a referral based practice. As an example, with living proof. We've spent much zero dollars on marketing and you know, we're consistently getting referrals that are coming in on a weekly basis that, you know, keeps our team happy, it keeps our clients happy and people are very grateful to refer because of the experience and the outcomes, right? We have to have both. We have to have a, you know, an awesome outcome, but we also have to create a great experience. Now here's the thing that's important for practitioners to know. Because people refer based on their experience, they can refer immediately, right? If we're relying on them to create an outcome to refer, then that referral may not come until six months from now, right? Or a year from now when that person achieves whatever their definition of success is. But if we create an awesome enjoyable experience for them from the package that they get, from the follow up that they receive, from the intentionality of how they feel or the feeling that they get in working with you, that's going to be an opportunity for them to refer immediately. They don't have to wait until they get an outcome. They're so sure that their friends and family are going to benefit from this that they can start referring immediately.