Issue link: http://cp.revolio.com/i/142672
premier therapist to, for example, give relief from whiplash injuries, help pregnant women with an easier labor and delivery, reduce migraine symptoms, or help relieve the pain and increase function stemming from reconstructed knees or hips. Create an Introductory Packet Print an introductory packet, on good quality paper, to mail to the providers. Your packet should include: • A brief letter of introduction explaining the type of practice you have (solo or group), your office location, your clinical specialty, and the symptoms and conditions you address. This is your opportunity to explain how you can help their patients. Don't hype it up or go overboard with grandiose promises—just keep it simple and factual. • A brief paragraph or two outlining your education, experience, and training that specifically relates to your ability to work with their patients. • Two or three client testimonials speaking directly to the efficacy of your therapy on their symptoms and condition, the professionalism of your staff, or your positive attributes as a therapist. • A Referral For Massage Therapy form. This is a one-page form that health-care providers can complete when they want to refer their patients to you. In addition to the basics, such as your contact information, date of referral, provider's signature, and their diagnosis codes, it should include an area where doctors can check off the services they want you to provide, and the frequency and duration for therapy. • A Provider's Needs form. This is a one-page form that will help you provide the clinical documents and marketing pieces the provider wants to receive. You always want to send what they request. Tips for Successful Referrals Focus on providing stellar results to your clients so they can brag to their doctors about you and communicating effectively with doctors to streamline the process. Here are some other tips to follow. Speak Their Language Even if you don't use the word patient, health-care providers do. To be more accepted as a colleague, it's best to speak their language. In your letter to the doctor, to avoid construing that you are practicing medicine, you can refer to the client as "your patient." For example: "To determine an appropriate therapy plan for your patients, I begin with a complete assessment that includes functional joint range of motion …" Treat the Doctor's Staff Well Office managers, nurses, and front desk staff should be treated with respect and professionalism, as they are the ones who often make the referrals. Don't ignore them on the phone. They're busy and deal with many patients and providers, so say hello and remind them of your name and clinic name every time you call. Do whatever you can to make their life easier and not waste their time. If you are visiting their office, it goes without saying that you should always be punctual and professionally dressed and groomed. Let Clients Say Thank You Keep a handful of various thankyou cards in your office. After your first session with a referred client, verify that he or she was happy to see you. Most clients are thrilled to jot a quick note on the card you provide, letting the doctor know they appreciated the referral. You mail the card to the referring doctor with the client's return address. The doctor will be pleased to hear his referral to you was a success. (In this day of electronic communication with providers, you may instead ask your clients to simply send their referring doctor an email expressing their satisfaction with being introduced to you.) Spread the Word Ask every new client, "Were you referred to me by your doctor, a current client, or did you hear about me another way?" This not only helps you track your marketing and referral sources, but it also plants a seed in the client's mind that doctors often (and do) refer to you. This will stimulate more medical referrals, because when they or a friend wants or needs a referral for your type of therapy, they know you often work with doctors and accept treatment "prescriptions."