Last post I discussed the value in building strategic partnerships. The most obvious partnerships are for Personal Injury, but don’t overlook building partnerships for other aspects of your practice like massage, nutrition, weight loss, wellness, and general chiropractic care.
The purpose of this post is to provide some insight on how to maintain a partnership relationship which really means how to keep them referring.
Think of the relationship like a friend. If you don’t talk to a friend, don’t email them, don’t chat via facebook, don’t text, no lunches, or anything, eventually the friendship fades. Sure the friendship can be rekindled, but when you don’t communicate with someone for a long period of time they are less likely to think of you when they have something to give. Just think about it. If they have tickets to a game, having a party, or anything. Just like you would be less likely to call them if you needed something.
The same is true with Personal Injury partnerships. It is necessary to maintain the relationships. You can do this by simply having one of your front desk manage this for you. They can go once a month to the top 20 different offices and drop off candy. Or they can call 2 a month to set up a lunch for you. That is only 2 lunches per month and 24 partnerships per year! You can mail them educational postcards, chat via facebook or anything like that.
The best and most effective way to manage and maintain a strategic partnership relationship is to think “WIFM” in the mind of the partnership. That is WHATS IN IT FOR ME. So why would your partnership refer to you? Can you send them referrals, be an expert witness, provide them massage gift certificates, or be helpful in another way? Once you establish and provide something for your strategic partner, the law of reciprocity takes effect. Now the partner feels obligated to do something for you in return. You really need only one thing…. referrals!
If you need help or suggestions on building the personal injury portion of your practice, please contact JustUs Chiropractic Marketing. We provide free consultations to determine if and how we can help. 36-326-8896