| ysical therapists in private practice have what | | | | database to link to the letter. This way you can |
| they think is a successful practice, that is built | | | | insert their name and address wherever you |
| depends on a few doctors. However, if anything | | | | want and your letter is more personal. |
| happens to any of one of these guys, their | | | | 5.If you are going to visit or call then write your |
| successful practice would cease to exist. Running | | | | notes in the database so you can follow up and |
| a practice for years depending on a few doctors | | | | know everything you need to know, quickly and |
| that refer 50% of your business, is not safe. | | | | easily. |
| It happens to most physical therapists and | | | | There are programs out there that do this for |
| Rehabilitation & Physical Therapists, that have | | | | you also, the excel spreadsheet is the most basic, |
| their own practice, even other business types. | | | | inexpensive and easiest way to start. The good |
| Most everyone starts their practice with a few | | | | thing about an excel spreadsheet is that |
| doctors that know you and will refer you | | | | whatever programs you may purchase down the |
| business. When business slows down, you visit the | | | | road you can easily export your data from the |
| doctors you know; it's easier and quicker. If you | | | | spreadsheet into the program (this is also why it |
| get a lot of referrals you are happy and stay | | | | is VERY IMPORTANT to make a separate column |
| with that group of doctors. If that works, that is | | | | for each field type of data (First name, Last |
| good, but it's sort of like putting all your eggs in | | | | name, etc.) |
| one basket. They may go out and hire their own | | | | I would do a mailing first and make it a very brief |
| therapist, or one complaint, one disagreement and | | | | letter, Explain what type of physical therapist you |
| then you are gone. It's not that strong of a base | | | | are. Anything unique you provide. What insurances |
| and one word from the doctor's office that they | | | | you accept and payment types, etc. Say you |
| have a new “Better” physical therapist and | | | | would like to work together referring each other |
| all their clients leave you. | | | | businesses and would like the opportunity to meet |
| Here is one way to increase your referrals | | | | them. Include a few of your business cards, list |
| working with many physicians and creating a | | | | your website if you have one and your cell phone. |
| long-term strong physical therapist practice | | | | This is a good start. With this list you can keep |
| referral base: | | | | adding to it. You can mail letters, specials, |
| 1. Go online to a phone directory site (411.com, | | | | introductory mailings, call them on the phone, visit |
| switchboard.com, etc.) and look up the types of | | | | them and track everything you do with them. |
| businesses you think would refer you business | | | | You will also see when you look up in the Internet |
| based on the area you are in and the number of | | | | directories that there are numerous doctors at |
| miles away from you that you think people would | | | | one address. This is a good building to visit and |
| travel. Usually up to 15-20 miles depending on if | | | | drop off some cards. Talk to the receptionist first. |
| you are in a city or suburb. | | | | They are a good starting point and they refer |
| 2. Add these listings to an excel spreadsheet. | | | | business also! |
| Cutting and pasting doesn't work because it puts | | | | Spreadsheet Instructions: |
| all their info in one field. You would be better off | | | | 1. Title each column with the type of data you will |
| making your own spreadsheet, please refer to | | | | put in that column: ie: First Name, Last Name, |
| the Spreadsheet instructions below. | | | | Business Name, Type of Business, Phone, |
| 3. In the last column after you entered in the title | | | | Address1, Address2, City, State, Zip, Please note, |
| for each column add some more for DATE | | | | this is the most important part. If you make |
| CONTACTED and TYPE OF CONTACT (mailing, | | | | separate fields for each data, you can sort and |
| phone, visited, etc.), this way you know when you | | | | make labels, and track better. |
| sent them a letter or called them. You can add | | | | 2. Don't combine their names into one field (one |
| more columns as you need them. Maybe a | | | | box in your spreadsheet) by putting their first |
| NOTES or FOLLOW UP with a DATE column for | | | | name in a box and then their last name in another |
| each one so you can check and update as | | | | box you can then do a letter merge and use their |
| needed. This is now your contact database. | | | | first name or last name ie: Dear Joe or Dear Mr. |
| 4. If you want to do a mailing, go to Word and | | | | Smith or Dear Joe Smith. You have more choices |
| write your letter and then do a MAILMERGE, using | | | | by separating the fields, this is very important. |
| the excel database you just made, as your | | | | 3. |