Re-establishing and growing your referral network
Featured Products Promotional FeaturesPosted by: Dental Design 6th April 2021
Though many routine dental services have been reduced over the last year, some form of normality is returning to the profession. This is the result of fewer rules and restrictions, greater public confidence and gradual recovery from the backlog of patients created by the first national lockdown. For those practices offering advanced, high-end cosmetic or comprehensive dental procedures, now is the time to reach out to neighbouring practices and re-establish your referral network.
Re-build existing relationships
While some of the practices that used to refer patients will have already begun doing so again, it’s important to communicate with those you haven’t yet heard from. They need to know that you’re open for business, they need to be informed of any changes to your services and they need to be reminded of the benefits afforded when your businesses work together. It is important to highlight any unique features that your practice and expert clinicians can offer that others may not be able to, re-building your reputation and encouraging referrals.
Direct marketing tends to be most effective when communicating with colleagues who have previously collaborated with you. There are various free online platforms you can utilise to send personalised messaging that will appeal to your audience. This is also a great opportunity to update your database and ensure you have the correct names and contact details for future use.
Expand your horizons
It is equally as important to grow your referral network beyond what it used to be. There will inevitably be some clinicians or practices that have changed how they operate and moved away from referring out, so it’s important to find new professionals to work with. This is also pertinent for any practices looking to refine the services offered in order to streamline workflows and maximise productivity and profitability.
Once again, effective marketing and communication are key. Consider mailing to all the dental providers in your local area to tell them about the services you offer and how you can support them and their patients. You should also be marketing your referral services on your website and social media pages, and might find signage, bill board advertising or local and professional media useful. Whatever you do, be sure to monitor your activities and adapt your approach according to what works best for your practice. Investment in your business is essential, but it must be carefully tailored to be most effective.
Update your facilities
On the topic of investment, this may also be necessary with regards to your technology and materials. It would be completely understandable if you haven’t brought in any new products or equipment while balancing the books with short-term closure last year and reduced patient numbers ever since. However, as the dust settles, investing in the tools your team need to continue delivering cutting-edge, evidence-based dentistry to patients is crucial for your future. It is also a staple for referral centres who often operate on the basis that they can offer a level of dentistry and service that not all practices have the opportunity to provide.
Up-to-date facilities are a big part in maintaining the highest clinical standards, which is why they have become integral to success for many referral clinics. There are even various financial options available to help spread the initial cost of new equipment and make the investment a viable one for more businesses.
Be the best at what you do
Much like state-of-the-art technology and materials are important for exceptional dentistry, so too are the skills and capabilities of the dental team. Ensuring that all professionals within the practice have the opportunity and the confidence they need to fulfil their roles to the very best of their abilities, is crucial for practices looking to develop their referral business.
To make sure every member of your team is up-to-date with the latest techniques, products and concepts in the field, you can attend the British Dental Conference and Dentistry Show 2022 together. With verifiable CPD for the whole team, the educational programme is delivered by world-class speakers and covers a dynamic range of topics to suit everyone’s needs. Individuals can develop their skills and discover new products designed to support their roles in the trade exhibition, where hundreds of manufacturers, suppliers, training providers and more will be on hand. Delegates can seek bespoke advice, buy new equipment and be inspired by what colleagues are doing. In addition, it will be the perfect place to meet up with friends and make new connections, further helping to expand your referral network with like-minded clinicians for the future. Plus, it’s all completely free for delegates to attend!
In it to win it
If you’re looking to re-build your referral network and support your business recovery, now is the time to invest in your marketing, your facilities and your team. Engaging with the wider profession is key for establishing new connections and strengthening existing relationships for a brighter future, so get connected.
The next British Dental Conference and Dentistry Show will be held on Friday 13th and Saturday 14th May 2022, Birmingham NEC, co-located with DTS.
For more information, visit www.thedentistryshow.co.uk, call 020 7348 5270 or email dentistry@closerstillmedia.com
