Maximizing Your Referral-based Marketing: Tip #3
Moving along with our referral-based marketing tips, we now focus on a tip that will help on a more general, but critical level when making your rounds to offices. We’ve discussed tangible items that play an integral part of visits, but we now want to think about our overall approach and make sure to use the EAR methodology.
E – Enter
Upon entering the office, always be mindful and intentional about what verbal and non-verbal messages you are sending. Always exude positive energy and display a high level of manners and etiquette. Whether the office is busy or not, you, your actions, and your demeanor will be noticed and much of your interaction will be affected by this. Be sure to hold doors for patients, wait patiently
if the staff is busy, and smile as often as possible. Everything you do, intentional or not, will be noticed, and we want to set the right impression from the start.
A – Analyze
When inside the office, analyze the environment around you. You are not merely there on a mission to introduce yourself and leave
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arketing-tip-2/”>materials. Take note of how busy the office is. Try and gauge the mood of the front office and react accordingly. You may feel that after dealing with just a few patients, you can then grasp the attention of the front office for a moment. Or, the office
may be inundated while trying to multitask and the staff might be visibly frustrated and overwhelmed. Be sensitive to your environment and be aware of what’s going on. Based on your surroundings, you’ll then want to gauge what your next step should be and how to react.
R – React
After displaying tact while entering and absorbing the office environment, it’s up to you to decide how to react. If the office isn’t too busy, and after you’ve let all the patients ahead of you, you may have a brief moment to chat with the staff and introduce yourself. If the office is overwhelmed, you might opt for a very quick visit explaining that you see they are very busy and you’ll stop by another time. React appropriately based on the current situation that surrounds you.
The EAR methodology might seem like a no-brainer, however, many of us fail to take note of the non-verbal signals we are sending. Failing to notice our behavior can leave a poor impression. On the contrary, even if our visits are short, being courteous, acknowledging the situation, and reacting accordingly will be noticed and will help increase referrals in the long run.
By Chad Schwarz