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Referral Marketing Tips for Physical Therapists

Research firm Borrell Associates reports that “small to medium-sized businesses are spending an average of $17,000 per year on digital marketing services.”  A jaw-dropping $390 billion was slated to be spent on digital marketing services in the United States last year.

Much of the money spent by businesses on marketing and advertising is for the purpose of acquiring new patients, clients, customers or leads. Your physical therapy practice however, need not spend a fortune on marketing and advertising to acquire new patients. In fact, you may not need to spend a dime.

As a physical therapist, you’re sitting on top of an untapped gold mine of free, prospective patients – referrals. “Asking for referrals doesn’t work” you might be saying to yourself. And this is a true statement if you only ask once. You see, the key to patient referrals is asking the right way and asking again and again.

Ask In Person – Many physical therapists believe that whether patients refer them is completely out of their hands. Not to mention, asking for a referral can be awkward, but it doesn’t have to be. After a session one of your patients tells you how awesome you are— try saying something like this:

“I’m happy that you enjoy the service we provide. I know how hard it can be to find a good physical therapist in this area. I’ve heard the horror stories.”

After saying this, your patient will either agree with you or go on to recount a personal horror story of that of a friend or acquaintance. In either case, try saying something like thisThen you say:

“Well, if you know of any friends, co-workers or acquaintances who have complained of {insert ailment}, feel free to pass along my number and email address where they can get in touch with me directly.”

Providing your patient with your direct line and email address adds another personal touch to your service and shows that you are eager to help.

Ask Online – If you send an email or physical newsletter, you should be asking for referrals there. If you have a website, add a sidebar ad that asks for referrals. If you send email with any regularity, ask for referrals at the top or bottom of your email. Try something like this:

“Thanks for subscribing to our email. Do you know someone who would also benefit from physical therapy as much as you have? Help make someone else’s day a little brighter by forwarding this email.”

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