In this month's article we will answer the most commonly asked question -- What are the ways to develop a professional relationship with a dentist? We'll answer that question by sharing the successful methods developed by our colleagues.
Chiropractors have a multitude of ways to open up the lines of communication between themselves and their dental colleagues. By the way, these ideas work with other professions too!
The Telephone
This is the most widely used means of communication between offices. But did you know that this is the least efficient and most costly use of a busy doctor's time? Have you found that getting dentists on the line is hard, and getting them to take the time to listen to your introduction is nearly impossible? Don't feel bad if you haven't met with much success. This method is destined not to work.
A better idea! In many cases, the dentist's office staff will respond favorably to a telephone call from your front office staff. Believe it or not, a phone call from your receptionist to the dentist's receptionist works. Having the two of them meet for lunch is even better. They can share practice information, get a feel for one another's doctors, and even develop insight on the nature or type of problems the doctor prefers -- or does not prefer -- to see. Referral strategies inevitably arise.
Try it, you'll be surprised.
Lunches
Take a moment and invite a dental colleague to lunch. Why? Simply to say hello and meet one another. Lunch meetings with a "sales pitch" type agenda do not work very well. Think about it. How many times have you bought a vacuum cleaner over lunch?
Talk to a dentist. Get to know one another. Find out the names of the dentists that patients are referred to. Learn more about other dentists and the dental community. Inevitably, the meeting will end by having made a professional friendship. Often times another opportunity for an introduction to a new dentist will arise.
Attend Seminars
The best, and most successful way to get things started is to go to dental seminars. How? Here's an idea. Call a few dental offices and find out who is going and which seminar they plan on attending. Ask for the seminar information or, better yet, stop by the dentist's office after hours and chat about it. There is a comfortable feeling that develops when a dentist sees that a nondentist shares similar interests.
Here's another way. Call the local dental society and inquire about dental seminars. More often than not, they'll come up with something you will enjoy.
Organize a Seminar
Dentists tend to do something that chiropractors have not learned to do. Dentists tend to meet on a regular basis, especially in groups -- small or large.
Find out where and when dentists meet. Generally, small study groups are the best. Local dental society meetings are even better. Organize your thoughts and invite yourself to give a professional presentation on a topic germane to the purpose of the meeting.
Invite Dentists to a Seminar
Is there a chiropractic seminar that you just do not want to miss? Chances are a dentist will find it fascinating too. Call your dental colleagues and invite them as your guests.
Dentists, like most of us, make referrals more readily when they "understand" who it is they are referring to.
Publish
Have you found an interesting case in your practice? Chances are a dentist will find it interesting too.
The local dental societies generally have a newsletter. Usually, they feature some type of clinical update section. Submit a minicase report.
Send out referral packets
This is a customary practice among dentists. Every so often I get a packet in the mail announcing the arrival of a new dentist in the community. Inside there is a letter of introduction, a description of the practice, the name of the office manager or receptionist (so you know who to ask for if you need to get through to the doctor right away), and a tablet of referral slips.
A good idea, but one often overlooked, is to follow up the mailing with a friendly phone call.
With each article I encourage you to write the questions you may have, commentaries on patient care subsequent to attending the TM seminars, or thoughts to share with your colleagues, to me:
Darryl Curl, DDS, DC
2330 Golden West Lane
Norco, California, 91760
Please enclose your return, self-addressed, stamped envelope.
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