Issue link: https://www.massageandbodyworkdigital.com/i/72343
GET DOCTOR REFERRALS Before pursuing these referral relationships with doctors and other providers, it's important to first ask yourself if you can provide solid, consistent, clinical results to clients. If you have not yet perfected your therapeutic skills, don't know how to perform your pre- and posttherapy assessments, and cannot yet quantify or document your therapy treatment or results, you absolutely must fine-tune those skills first, before you attempt to reach out and ask for medical referrals. If you blow it by not being able to help patients improve their condition, sending in shoddy SOAP notes, or not being able to establish clear them with positive results and that your interaction with their staff is seamless. When someone sends a client to see you, they have a lot at stake. Their reputation is on the line (and in some cases their medical license as well). Before they take a chance on you, you must gain their trust. MAKING CONTACT As in any referral relationship, it is often said, "People do business with people they know." This is true within the health-care arena as well. Once you are on a doctor's radar and she knows you will treat her patients well, you will continue to receive referrals. A therapist who works with everyone, but specializes in no one, won't stand out in the provider's or the client's mind. therapy plans, you risk tarnishing your reputation even before you get started. Once you are a competent provider, it will be much easier to build a strong reputation in your community as an allied service provider. Your potential referring partners want to have the utmost confidence in your ability to care for their patients. Their ultimate goal is to keep their patients healthy and happy, with as little stress and strain on their own resources as possible. This means your number one job is to be sure their patients report back to Most massage therapists try to attain medical referrals the hard way, by cold-calling doctors with whom they have no affiliation. Instead of going after the unknown, spend the bulk of your efforts with your current clients first. Let your clients know you want to be sure you are providing them with the best care, and therefore would like to be in contact with their other health- care providers. Ask them if they would like you to communicate with their primary physician, or other health-care providers, about the therapy you are doing together. If they agree, have them sign your release form and list the name and phone number of the providers. When you call providers, let them know you are providing massage therapy for their patient, and you are calling to introduce yourself. Ask how often they refer out for massage so you can gauge if there is a need for their patient population. Do they have someone they already refer their patients to? Some clinics even have a referral list you might be able to get your name on. Once you have said hello to the front desk staff, ask if the doctor might have a few minutes to speak with you, or when would be a good time to call back. Take the opportunity to reiterate how your work is benefitting their patient. Reassure the doctor that you will provide an allied, noninvasive therapy to their treatment. Ask the doctor if they are accepting new patients so you can refer your clients to them as needed. Also tell them you have prepared a short description of your practice and the therapy you offer that you would like to send them to make it easy for them to refer. Confirm that they would like to receive it, and determine if you should mail or email it to them. Once you've established your relationship with the referring provider, it is critical to maintain the relationship by providing them with the documents and services they request. The next referral relationships to seek out are those with medical providers you know. If you have your office in the same building as, or near, other providers, call, email, or write them to let them know you are looking to establish relationships with a few select providers to whom you can refer your clients. This allows you to promote their practice to your clients and, once they see your professionalism, it is a natural progression for you to ask them if you can send them your introductory packet. Some of these 44 massage & bodywork november/december 2011