Welcome back to the Cash Physical Therapy Headquarters Podcast! In today’s episode, we tackle the top three mistakes cash physical therapists often make when trying to build referral networks in their communities. Networking is vital for sustainable marketing, and we want to ensure you’re stacking the odds in your favor.
Mistake #1: Not Creating a Dream 100 List
One of the most significant mistakes cash physical therapists make is failing to create a “Dream 100” list. This strategy involves identifying the top 100 individuals or businesses in your community that can connect you with your ideal patients. Many practitioners reach out only sporadically, maybe one networking event or workshop a month. This approach lacks the necessary momentum to establish strong connections.
In contrast, actively networking every week or even multiple times a week is crucial. Building relationships takes consistent effort and energy. The initial months may be tough, especially if you’re introverted, but the more you engage, the easier it becomes. Think of networking as a long-term investment; the more you put in, the more you get out.
The Dream 100 Concept
The Dream 100 strategy, developed by Chet Holmes in his book The Ultimate Sales Machine, emphasizes whale hunting over targeting individual customers. Focus on building relationships with businesses that already have the trust of your ideal clients. By forging genuine connections, you create opportunities for referrals that can significantly boost your practice.
Mistake #2: Not Researching Your Network
Another common mistake is not researching the businesses or individuals you want to connect with. Before reaching out, take the time to learn about their operations, values, and clientele. Use social media to understand who they are and what they stand for. This research allows you to tailor your approach and demonstrate that you’re genuinely interested in their success.
Don’t overlook the potential warm leads from your existing patients. Ask them where they work out and leverage those connections to facilitate introductions. A warm referral can make a significant difference when trying to establish a relationship with a potential partner.
Mistake #3: Neglecting Follow-Up
The third mistake is failing to follow up after an initial interaction. After hosting a workshop or networking event, it’s essential to keep the lines of communication open. Regular follow-ups help maintain momentum and strengthen relationships over time. Schedule your next workshop while the previous one is still fresh in everyone’s minds.
To deepen relationships, consider integrating your services with those of your referral sources. For example, provide $100 credits as part of their new client onboarding process. This creates a mutually beneficial relationship that keeps both parties engaged and invested in each other’s success.
Conclusion
Building a robust referral network requires strategic planning, genuine relationship-building, and ongoing engagement. By implementing the Dream 100 strategy, conducting thorough research, and maintaining consistent follow-up, you can create a powerful network that supports your cash practice.
Listen to the Full Podcast Episode
For a deeper dive into a cash physical therapists’ journeys, make sure to listen to the full podcast episode. Click here to listen to the episode: Mastering Physical Therapy Networking: Common Mistakes and How to Avoid Them
About Author:
Although the company eventually failed, it provided Jordan with invaluable learning experiences. He became passionate about designing world-class patient experiences and building efficient marketing & sales funnels for cash physical therapists. Utilizing this expertise, Jordan became the CMO of a well-known physical therapy media company, and consulted for and built marketing funnels for some of the top physical therapy business coaches.
Eventually growing tired of the typical agency and consulting grind, Jordan, alongside Max Zirbel, founded Clinical Marketer. They infused it with the hands-on support and mentorship that they benefited from in their initial venture. The company was a success from the start, aiding clinics in scaling to 6 and 7 figures in revenue. During its first launch, Jordan and his team met Dr. Ben Bagge, whom they later partnered with after helping him grow his business from $200K/year to over $1M/year in three years.
