It is very common for those (of us) who write, teach or consult with new practitioners to advise making contacts with physicians, etc... Biggest common mistake that produces no referrals - send out announcements that you're in practice. This doesn't work because 1) the writer of the announcement almost never says on the card, "PLEASE, send referrals!" So the reader assumes you're doing so well you can now open this new ADDITIONAL office. 2) As a general rule physicians (lawyers, therapists, etc) never refer to those whom they do not know.

Plan:

1. prepare a one page letter describing the kinds of patient complaints (not disorders) you work with and the population (age range) you work with;
2. ask that the reader to make referrals to your office;
3. enclose with this letter some business cards and some info sheets or "Fact Sheets" on common medical disorders that have a strong psychological aspect to them, one that is highly responsive to psychological intervention e. g. Irritable Bowel Syndrome is largely untreatable and only manageable medically. With psychological treatment the disorder can be 70-80% "curable");
4. put these in an envelope and provide one set to the head nurse and/or receptionist. The person who checks out the patient following their visit is the one who makes the referrals, followed by the nurse (if they are not the same person) then followed by the doctor.
5. the first doctor you market to is your own doctor;
6. when you inquire of your new patients about their medical history/status, always inquire if they have a personal physician and if they're happy with their doctor. If not, refer them to your doctor;
7. repeat above with other doctors close to your office location;
8. the doctors that tend to be most receptive to us include Ob/gyn, family practitioners/GPs, and others who are holistically oriented (either in a general sense or as a practice philosophy). Doctors who don't refer, but should: gastroenterologists. Don't plan or hope to take physicians out to lunch to sell them, they don't have time for that. In general, when physicians do make referrals, they want a response from you, either written or verbally - but brief, indicating your diagnosis and treatment plan and they want this fast. Physicians are very protective of their patients and concerned about their own liability from making poor referrals.

Apply the same or very similar plan to the other professions. Clergy, at least around here, tend not to refer to us, unless we also happen to be one of them: a psychologist/minister/rabbi, etc. Shotgun marketing produces poor results and is costly. Focus your limited time and money on personalized, targeted marketing. Then, after you get the word out to the professions, then simply inform (always indicating your availability) everyone else you know. The very first new patient I got when I opened my practice was the adult son of the owner of the print shop that did my cards and letterhead. I hadn't even had my phone connected as yet. If you find you have areas of need, but lack those skills

1. try to acquire the skills, and/or
2. go out and locate another practitioner with the skills, interview them as a referral for you, and them send them the patient that fits their skills.

That's right, it's your only referral this week and you're going to pass them onto to this other person. It's both the right thing and ethical thing to do. Besides, you'll get it back later. Make sure you always have business cards handy. Never leave home without them. Use them for everything: bookmarks, to write a note on for someone, to win those free lunches at restaurants. I'm always amazed at the practitioners who earn their living by having to bring new business into their practice, yet carry no information describing their practice.

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