Question

Topic: Strategy

Marketing Strategy To Get Dr's Referrals

Posted by Anonymous on 9/23/2010 at 11:07 AM ET 125 Points
I am a Marketing Rep going out to visit Dr.'s for the first time next week. I need a good approach to get through the "gatekeeper" as well as when I do actually speak to the doctor's themselves. I am representing two physical therapists. Any response would be welcome. Thank you.
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RESPONSES

  • Posted by michael on 9/23/2010 at 4:55 PM Accepted
    It's not likely that you'll get in without an appointment..which is another issue.

    That said you need to temper your expectations to the level of determining if the doc has a "preferred" PT. If not, you have the chance to become the preferred.

    Ask, "how does doctor jones determine who to refer his patients for PT?"

    Ask "how does my company get on the doc's list of preferred PTs?"

    The goal is to eliminate wasting your time because of long standing relationships. Not saying that you don't leave a card but don't kill yourself over it.

    Michael
  • Posted by telemoxie on 9/23/2010 at 6:42 PM Accepted
    it is apparently quite difficult to get appointments with doctors.

    I have personally only done one outbound campaign targeting doctors offices, and I've focused on contacting their administrative staff.

    I would like to suggest that you use the "search questions” link to the right, since there have been a large number of discussions on this topic.

    In addition to doctors, are you also planning to contact other professionals in related industries, such as occupational therapists, vendors of rehabilitation equipment, case managers, long-term care facilities, and so forth?
  • Posted by Gary Bloomer on 9/24/2010 at 8:49 AM Accepted
    Dear pearlandtherapyrep,

    My answer to this question:
    https://www.marketingprofs.com/ea/qst_question.asp?qstID=35206
    might help you.

    Gary Bloomer
    The Direct Response Marketing Guy™
    Wilmington, DE USA
  • Posted on 9/24/2010 at 10:39 AM Author
    All great advice and some good questions to ask. I plan on targeting anyone from Personal Injury Attorneys, Case Manager's, Rehab centers, etc. I have found that the phone is not the greatest source. I get more results when I physically visit offices. I am completely new to the medical field and am a little lost on how to get lists of case managers. I am starting out with doctors that already refer patients to my physical therapists so I can make sure those relationships are still there and still good. Thank you all and keep it coming.
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