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Published by: David Nordella 10-18-2012  |  POSTED IN: Twitter Thursdays

Questions and Medical Referrals

 
Everyone needs fresh stimulation to be innovative. Being exposed to new things can cause you to see facts in a new way. That is why you need to be exposed to the thinking of a master salesman.
 
The master salesman in question is Jeffrey Gitomer. Jeffrey breaks every stereotype of a salesman that you might be secretly harboring in your heart. His approach to sales is to be honest, respectful and to build business by serving the customer in a better than expected manner. Jeffrey believes that it takes hard work to make selling easy.
 
See what I mean?
 
Jeffrey is a communicator and blogs on a regular basis. A recent post of his “Referrals Defined in a Manner that You and Your Boss Won’t Like” is classic Gitomer: http://www.gitomer.com/articles/ViewPublicArticle.html?key=ajcdMibak3MpSs6lrA2yaw%3D%3D. Jeffrey directs the post to a business development officer (BDO) of a wellness and surgical center.
 
The BDO asked Jeffrey for advice about receiving referrals of obese patients to their wellness and surgical center. He wants idea about how to move beyond networking with other medical professionals and dropping off literature. He knows that physicians don’t like sales tricks. He is having a hard time figuring out what to do.
 
jeffrey Gitomer may be a Talmudic scholar. He answers the BDO’s questions with more questions. The quality of his questions is what makes his instruction so powerful.
 
  • Why would someone refer patients to me?
  • How does the patient feel about the treatment(s) received?
  • How did the patient feel about the way that your front office dealt with them?
  • Did the patient receive a follow-up contact about their medical care?
  • Did the patient receive any questions about their experiences with your back office?
  • Have you been asking physicians that are already making referrals to your firm why they are
  • doing it?
  • Why are you still asking for referrals?
 
Jeffrey Gitomer has an answer to the last question. You are still asking for referrals because you haven’t earned the referrals yet. Look over the rest of the questions to think about how you might earn referrals.
 
What does a salesman’s blog post has to do with Twitter and medical practices? What social media is the perfect for building relationships with referral sources and patients? What are you going to do to earn your referrals?
 
David Nordella, the Managing Director of Provider Finance Associates, LLC, has found Twitter mixes with his passion for improving the profits of Independent Practice Associations. Learn more about David:
 
@BeneficentGuild
The pfa411news club newsletter found at http://www.providerfinance411.com/blog/
The “Independent Practice Associations” group on LinkedIn
Thanks for reading. Jason.
P.S. Don't forget to subscribe below to this blog.
 
About Jason Ciment
Formerly an attorney and CPA, Jason has been working online since 1997. His columns on affiliate marketing can still be found on www.Clickz.com and his book on search engine optimization can be found at www.seotimetable.com.

This blog is published 4x per week and covers website design and SEO tips as well as a wide range of tips and advice for working and living online more efficiently and enjoyably.
 

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