Network Your Way to New Patients
by Rita Zamora
Local networking groups offer terrific opportunities to meet new people, establish new referral resources, and build long-lasting and profitable relationships.
Most communities usually have several different types of networking groups to choose from. Find a group that meets on a regular basis and has dedicated members. Before joining a network, visit several meetings and determine which group you feel most comfortable with.
If you can't, or don't want to, attend meetings personally you may send someone from your team to represent you and your practice. Send the same person to each meeting- networking and referral marketing is based on relationships. Make sure the person representing your practice is outgoing, friendly, sincere, and yes, if they have great teeth that helps!
Plan ahead exactly what you or your team member will say to promote your practice. The more memorable your service description the better, for example you might say, "Our dental practice is state-of-the-art, we have digital x-rays and tooth whitening services." What is particularly memorable about that statement? Not much... today that message has become a rather generic statement in most cities. Instead, how about, "We are the only practice in the metro area to provide fresh milk shakes, massages and have your favorite shows TiVo'd for you? The more unique your marketing message- the better it will be remembered.
Don't expect to attend one networking meeting and receive referrals immediately. Over time you'll notice returns - the longer you know your networking base, the stronger your relationships are, the more new patients you will see.