Four Steps to Overcoming Objections with Potential Referral Partners

2 minutes

One of the best sources for new patients is referrals from other health care professionals such as primary care physicians, physical therapists, and orthopedists.

Getting those referrals can be a challenge, at first. When you initially approach a potential referral partner, you’ll need to make your case. What’s in it for them? What’s in it for their patient? What has been their experience in the past? Why should they trust you?

Position yourself as the solution to their problem (lack of time) and their patient’s problem (pain)

When you understand their needs, you can position yourself as the solution to their (and their patient’s) problem. Neurosurgeons want to do surgery, but only when it’s necessary. Not all patients with back pain need surgery. They’d rather see a patient find a successful outcome before they get to the point of requiring surgery. If you can offer a proven solution to help their patient feel better, that’s a win for the doctor, too.

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