Expanding Your Dental Practice Through Referrals

by Dr. Ron Arndt

Where does most of your business come from? Most dentists will answer with “by word-of-mouth.” However, very few dentists have a strategy for increasing word-of-mouth business.

Many simply “pray” for referrals. Unfortunately, that’s not enough.

growth strategy for dentists

Referrals are to the dental practice are what base hits are to baseball players.

What’s your batting average? Are you getting your share of hits?

How good are you and your team at generating new patient referrals?

Take this free assessment, and come back here to rate yourself at how well you do.

How well did you do? Successful doctors find that the higher they rate as a referral collector, the higher their production and subsequently the higher their practice income.

Scoring: Add up the number of YES answers that you checked off above. A score of:
• 12 to 13 is off the chart fantastic—your practice is likely generating plenty of New Patients. You and your team have a strategy in place. Take a bow.
• 10 to 11 is very good—not bad. You’re doing better than most dentists in generating New Patients through your referral efforts.
• 9 is good—just a little more effort and you have the potential to elevate your practice to levels of profitability and satisfaction.
• 8 is average—how important is it to be mediocre?
• Below 8 is a red flag. To continue growing your practice and your income you may want to take steps immediately to improve your referral strategies.

Never confuse motion with action. Frequently, many of us have wonderful intentions to move forward on a project or an idea and then get “bogged down” in a lot of activity without making progress towards the completion of our goal.

Set aside time with your team to create the strategies, to develop the scripts and the communication skills that will increase your practice referrals. Following this approach will assure you that the actions you take will produce the results you want…more new patients, a happier office, and increased income.

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