Sample Referral Scripts That Work

File: Marketing Binder > Referral Generation

Sample Referral Scripts That Work

The following are examples of simple scripts that can be generally followed to help generate more patient referrals. They can be used by staff and doctors. Study them, and then practice them. It is not expected that you say them literally (exactly) in actual practice, but practicing them, like a rehearsal, will help you use them comfortably when you are working directly with patients. They should be practiced at least every two months.

The “Do Unto Others” Approach:

“Ellie, do you still have pain in your lower back?”

--- No, it’s gone (or mostly gone).

“That’s fantastic. How has this changed your day to day living?” (Also, “What are the effects and benefits of an improved back? What can you now do; how is it better now?”)

--- Well, I feel much better now. And, I am back to skydiving.

“That’s great, Ellie. Now that you are doing better, I would like you to do me a favor. If you like what I’ve done, I would like you to send me someone who I can help in the same way I’ve helped you. I know they would appreciate it…and so would I.”

--- “Would you do that for me?”

The Family Policy Approach:

“Mrs. Jones, now that you are doing better, I would like you to know about an office policy we have. As a standard procedure, I ask all parents to have them bring their children in for a simple scoliosis check. I do this as a free service to help our kids stay healthy. Usually there is no problem, but if there is, I will let you know, and it is so much easier to treat when the children are still young.”

“Could you bring them in with you on your next appointment? Great. Just tell Janet at the front desk that you talked to me and that I want to see your sons Jason and Jeff. She will set up the times.”

The Proxy Consultation Approach:

“Jack, do you know anyone who might need chiropractic care?”

--- My boss.

“Oh, yea, why is that?”

--- Well, he is always complaining about his back.

“Really? Lower back?”

---Yeah.

“How long do you think he has had this problem?”

--- Not sure; but as long as I have known him. A few years at least.

(Get more specifics about bosses complaint.)

“Well, he should have that checked into. I would like to see him. Could you give him my card and tell him that I would like to see him? Since he is your boss, I will even give him a complimentary ______if he comes in this month. Would you do that for me and -- for him? I am sure he will be easier to get along with if we can fix him up.”

The Direct Approach:

“Mildred, I would like to see your husband. Could you please make an appointment for him – by next week.” (Said with certainty, authority, and a heap of compassion.)

The Missionary Approach:

“Mr. Roberts, have you read our mission statement?”

--- No.

“Well, it is a nice one. Why don’t you read it.”

--- (Patient reads mission statement and makes a comment.)

“What do you think?”

--- Well, it is very nice.

“We think so too. How would you like to help us with it?”

--- Oh, how?

“Well, we are trying to help as many people as possible to improve their health. Do you know anyone who has a health problem?”

--- (Thinks.) Well, yes, a friend of mine, Bernie.

The Telephone Chat (Consultation) Approach:

“Mildred, you need to get your husband in here! Can you do that? I would like to see him next week.”

--- Oh, I don’t know, he’s so stubborn.

“I understand. So am I. Listen, why don’t you tell him about our chat, and tell him I would like to talk to him, and I would be happy to chat with him on the phone. Is that OK? Great.”