{"id":10,"date":"2019-11-07T14:00:00","date_gmt":"2019-11-07T19:00:00","guid":{"rendered":"http:\/\/blog-2020.opencare.com\/dentist-referral-programs\/"},"modified":"2023-12-01T13:16:07","modified_gmt":"2023-12-01T18:16:07","slug":"10-revision-v1","status":"publish","type":"post","link":"https:\/\/www.opencare.com\/blog\/dentist-referral-programs\/","title":{"rendered":"Dentist referral programs: How to get new leads from happy patients"},"content":{"rendered":"Reading Time: <\/span> 7<\/span> minutes<\/span><\/span>

Getting more patients can be hard. Dentist referral programs<\/a> are an excellent way to let your current patients sing your praises and help grow your business. If your neighbor had a great porch built, or your friend got an excellent haircut, you would ask who did the work and if they\u2019d recommend that business or service. Dentist referral programs are just a formalized way of doing just that.<\/p>\n\t\t

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Give $50, get $50.<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Refer someone to book a dentist with Opencare and you’ll both get $50.<\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t\tRefer a friend<\/span>\n\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n

This guide will walk you through what you need to know about dentist referral programs, what actions you\u2019ll need to take before launching a program, how to get your first referrals, and how to expand your program once it\u2019s up and running.<\/p>\n

What is a Dentist Referral Program?<\/b><\/h2>\n

Basically, a dentist referral program is a system that rewards your current patients for referring their friends, family, coworkers, or anyone else, to your practice. Think of it like the best type of rewards program, amped up by positive word-of-mouth. There\u2019s no direct charge for the referral but you will need to do some initial work to set up the program.<\/p>\n

There are other options for growing your patient flow, including insurance networks and advertising campaigns, but these can be costly. If these methods just aren\u2019t the right fit for your practice, dental referral programs are a great way to start small and simple and still make a big, and potentially long-lasting, impact.<\/p>\n

Why New and Established Practices Need a Referral Program<\/b><\/h2>\n

Sometimes, all it takes are a few happy and talkative customers early on to get a new dental practice rolling. Even just a few clients are powerful enough to create a lot of buzz, considering that 1,000 customers can have approximately 500,000 conversations related to brands.<\/a><\/p>\n

While the average new dental practice won\u2019t have 1,000 patients ready to start spreading the word, even a handful of patients could lead to a few thousand conversations about the office over time. Better yet, roughly 67 percent of those conversations are likely to be positive.<\/p>\n

If your practice is established, you\u2019ve done the work creating great relationships with your current clients. Building your own referral program will let you benefit from those connections. Considering a successful practice can lose nearly 20% of their patients a year<\/a>, a dentist referral program can also help keep your client base stocked.<\/p>\n

Referrals matter a lot to the average customer. In a report by the American Academy of Cosmetic Dentistry, 93 percent<\/a> of respondents considered \u201creferrals from friends and family who had good results\u201d a factor in choosing which cosmetic dentist to go to \u2014 relying on these recommendations more than any other factor.<\/p>\n

The key factor of referral programs? Patients are more likely to refer others if they themselves are receiving excellent care at your practice. If you\u2019re confident in your service, you\u2019re ready to start building your dentist referral program.<\/p>\n

Laying the Groundwork for Your Dental Patient Referral Program<\/b><\/h2>\n

Once you\u2019ve learned the basics about dental patient referral programs, you can begin formulating what your program will look like. Here are a few basic considerations for anyone in the early stages of generating a dental referral program.<\/p>\n

Step 1: Create a Benchmark Figure<\/b><\/h3>\n

To start you\u2019ll need benchmark goals for how many of your new patients you would like to gain through referrals. Ideally, at least half of the patients at a dental practice should come through referrals, with one marketing specialist stating that \u201cIf not, then you\u2019re losing them to other practices.\u201d<\/p>\n

Don\u2019t stress over making this quota, but it\u2019s a great number to keep top of mind and communicate with your staff. For example, if your goal is 50 percent and you\u2019re hovering below that number, let your teammates know and work together to try and get closer. If most of your new patients are coming through traditional methods (like advertising or insurance networks) that\u2019s great, but remember the number of potential clients that are just waiting for you if you hit your referral targets.<\/p>\n

Step 2: Determine Your Overall Goal<\/b><\/h3>\n

For some new dentists, even a handful of successful referrals each month can help get a practice get off the ground. In this case, numbers matter. But other practitioners might decide that a referral program is not about getting more business but better<\/b> business.<\/p>\n

We suggest setting an overall goal so you know what you\u2019re working towards. This will make it easier to celebrate your goals once you reach them or focus on areas to improve. Remember that referral programs have about a 10 percent conversion rate, this varies widely depending on the industry and the sales management of the particular business.<\/p>\n

Step 3: Learn the Law and Set Your Rules<\/b><\/h3>\n

The law can seem a little murky around dental patient referral programs, but don\u2019t worry! One marketing consultant stressed that these laws don\u2019t apply to dentists rewarding patients for referrals: \u201cI don\u2019t know any dentist sitting in jail for having a patient referral program \u2026 It\u2019s a gray area.\u201d<\/p>\n

Section 5.F.4. of the American Dental Association\u2019s Principles of Ethic and Code of Professional Conduct<\/a> states, \u201cA dentist is allowed to pay for any advertising permitted by the Code, but is generally not permitted to make payments to another person or entity for the referral of a patient for professional services.\u201d<\/p>\n

Dentists are also bound by two federal referral laws for doctors, the Stark Law and the Copeland \u201canti-kickback\u201d Act.<\/p>\n

Typically, if you avoid paying third-party services to refer patients you should be in the clear. But check with your state regulations so you\u2019re familiar with your local laws. Write down your rules and communicate them to your teams so everyone understands the rules and sticks to them.<\/p>\n

Step 4: Make Participation Easy<\/b><\/h3>\n

Don\u2019t make your patients jump through hoops or feel nervous about participating in your dental referral program. Any patient should feel welcome to refer a friend, family member, or coworker to a dental practice \u2014and trust that, when they do, the person will be welcomed and receive excellent service.<\/p>\n

Bring up the referral program naturally and honestly with patients. Any digital or manual steps that a patient has to take to complete a referral should be easy, short, and as delightful as possible. Why is this important? Well, as a general rule, the more difficult it is for patients to participate in a referral program, the lower the conversion rate will be.<\/p>\n\t\t

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Grow your dental practice<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Opencare is the only risk-free patient acquisition solution for dentists.<\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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\n\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t\tLearn more<\/span>\n\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n

Participating in referral programs should also be easy for your staff, so have scripts at the ready to help get them started. Until everyone gets the hang of what to ask, scripts are a great tool to make the process easier for everyone. But keep it simple. Try just a few lines on a Post-it Note that reminds staff to ask prospective patients how they heard about your practice and the name of whoever referred them.<\/p>\n

Step 5: Pick Quality Rewards<\/b><\/h3>\n

Nothing kills a dental referral rewards program faster than boring prizes. Now, this is the fun part. Imagine you were your patient or ask your teams for input. What would you want to receive? What would make you feel appreciated and be worth your while?<\/p>\n

Would a cheap water bottle really<\/i> make you feel glad you sent your favorite neighbor to your dental practice? Probably not. We suggest providing goods and services of actual value to customers \u2014 such as free or heavily discounted dental services.<\/p>\n

Step 6: Get Your First Dental Referrals<\/b><\/h3>\n

Time to get started! Here are a few things to keep in mind when seeking out your first referrals.<\/p>\n

Invite The Best First<\/b><\/h4>\n

It\u2019s okay to have favorites, we won\u2019t tell. Reach out to some of your best clients first and let them know of your all-new rewards program! A 2016 study found that, on average, every customer of a business will refer 2.68 of their friends. And that\u2019s just the average customer. Think about how many people an enthusiastic and excited patient might refer.<\/p>\n

Deploy Referral Cards<\/b><\/h4>\n

Stock your front desk with referral cards that can be handed out to patients after their appointment. All you\u2019ll need are some business sized-cards that highlight the type of rewards your patients could receive if they bring in a referral. Have these cards in a spot where they\u2019ll quickly catch the eye of a patient while they\u2019re making their next appointment or settling their bill.<\/p>\n

Encourage patients to take more than one card if they seem excited. You can even encourage them to contribute to patient referral program ideas.<\/p>\n

Use Social Media\u00a0<\/b><\/h4>\n

Social media can be a great tool for the soft launch of an advertising campaign related to a new referral program and provide powerful channels for driving referrals. A marketing study found that 81 percent of consumers get \u201cinfluenced by social media posts from their friends.\u201d<\/p>\n

The vast majority of referral offers are shared by copy-and-paste or email, 3.9 percent are shared via Facebook, and 0.7 percent are shared via Twitter. There\u2019s also nothing wrong with dabbling in sponsored posts on a few different platforms like Instagram to see what works best.<\/p>\n

Involve Your Staff<\/b><\/h4>\n

It goes without saying you\u2019ll need your staff\u2019s help to fully capitalize on referrals. Excellent customer service will be key to make current patients confident to give out referrals and welcome the potential new patients.<\/p>\n

Final Step: Collect and Reflect<\/b><\/h4>\n

Collect your referrals and schedule a time to review. Are you reaching your benchmarks and overall goals? If so, celebrate with your team! If not, we\u2019ve collected five tips to help your existing program grow.<\/p>\n

5 Tips to Expand Your Dental Referral Program<\/b><\/h2>\n
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  1. \n

    If at First Your Referral Program Doesn\u2019t Succeed<\/b><\/h3>\n<\/li>\n<\/ol>\n

    Keep fine-tuning! While Thomas Edison was inventing the lightbulb, he famously said, \u201cI haven\u2019t failed \u2014 I\u2019ve just found 10,000 that won\u2019t work.\u201d The lightbulb wasn\u2019t a flop, was it?<\/p>\n

    It\u2019s common knowledge that referral programs work, but there can be many challenges in the beginning. These can include lackluster reward incentives or a weaker-than-normal economy.<\/p>\n

    There\u2019s also the possibility that the dental services aren\u2019t wowing your patients, which dissuades them from referring a practice. (See step 4 to be sure this isn\u2019t the case.)<\/p>\n

    Find out if your rewards excite your patients. Keep trying until that lightbulb glows.<\/p>\n

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      Step Out of Digital Advertising<\/b><\/h3>\n<\/li>\n<\/ol>\n

      Referral prompts that work on Facebook or another social media platform can very likely be scaled to other platforms. If you have the budget, perhaps a brilliant Twitter ad might make a great billboard<\/a>. Or maybe the ad could be tweaked to become a glossy mailer to be sent to several thousand households.<\/p>\n

      Whatever the case, your next big ad could be right behind an affordable social media test run. You might be surprised by the costs depending on the amount or location, so check out what space and services are available in your area.<\/p>\n

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        Spread the Word by Email<\/b><\/h3>\n<\/li>\n<\/ol>\n

        Dental referral programs often rely on word-of-mouth. That said, there\u2019s nothing keeping dentists from blasting out incentives to their entire digital customer bases. Email marketing programs such as Constant Contact and MailChimp make it easier than ever for dentists to encourage their best customers to refer others.<\/p>\n

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          Survey Your Patients<\/b><\/h3>\n<\/li>\n<\/ol>\n

          One easy way to pre-qualify patients to give referrals is by conducting a short, informal survey at the end of every visit. Ask patients if they were happy with the service they just received and if so, encourage them to give a referral.<\/p>\n

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            Say Thanks<\/b><\/h3>\n<\/li>\n<\/ol>\n

            This often gets forgotten so make sure your practice gets this right! Whenever your office staff learns that a customer has brought in a referral the reward is just the beginning. Be sure to give a sincere thank-you by phone, card, or email. Show your patients you appreciate their trust and referral personally.<\/p>\n

            Good luck with all your referral program goals! We\u2019re rooting for you.<\/p>\n\t\t

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            Grow your dental practice<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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            Opencare is the only risk-free patient acquisition solution for dentists.<\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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            \n\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t\tLearn more<\/span>\n\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n","protected":false},"excerpt":{"rendered":"

            For any dentist looking to get more patients, here\u2019s a comprehensive guide on how to develop a dentist referral program. \u2713 Learn more with Opencare!<\/p>\n","protected":false},"author":990014,"featured_media":3601,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false},"categories":[128,66],"tags":[136],"yoast_head":"\nDentist Referral Program: Lead Generation from Happy Patients<\/title>\n<meta name=\"description\" content=\"The ultimate guide for dentists wanting more patient lead generation. Discover how a dentist referral program will boost your business!\" \/>\n<meta name=\"robots\" content=\"noindex, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Dentist Referral Program: Lead Generation from Happy Patients\" \/>\n<meta property=\"og:description\" content=\"The ultimate guide for dentists wanting more patient lead generation. 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