Word of mouth is the best way to build your business – trust us, as real estate professionals, we know! If you’re a medical professional looking to expand your footprint with a satellite office, here’s how to set up a satellite office supported by a robust referral business.
Choose your Location Strategically
Not every location is ideal for capturing referral business. Before you sign a lease at your new location, do your research to explore the existing providers in the market and what kind of demand (and competition) you can expect. Is there a market need? Or are you entering a mature market? It’s vital to do your research before you commit to a space.
Have a Plan for Referrals
What does your patient referral plan look like, and what are your goals? Who are you targeting, and how will you reward those who help get the word out about your clinic? Design your plan, communicate it with your staff, and ensure that everyone’s on the same page about growth, goals and potential rewards. Be prepared to pivot or adjust your approach if referrals come in faster or more slowly than anticipated.
Start Building Relationships in the Area
Networks are everything. If you’re a newcomer in the area, take active steps to introduce yourself to nearby physicians, healthcare providers and the local community. This might mean visiting offices or hospitals, attending networking events, scheduling in-person meetings, or having a presence at trade shows or local events. Referrals can come from anywhere, so be everywhere!
Create an Atmosphere of Mutual Reciprocity
Referrals aren’t a one-way street. When striving to capture medical referral business, consider how your presence can help support your referrers, whether they’re patients or other providers. Whether it’s helping expand a provider’s capacity or expertise, reducing a clinic’s potential wait times, or taking overflow work off their plate, be sure to pitch the benefits of working with your clinic. Similarly, if patients are supporting your referrals, consider ways to say thanks, such as small gift cards or other “thank you” items.
Leverage your Existing Brand and Reviews
One of the perks of a satellite office is that you’re not starting entirely from scratch. Create a coherent brand identity that draws upon your existing locations, and use reviews and patient data to help advertise your new satellite office. This is a great way to build brand credibility quickly. Don’t forget to let patients in your existing locations know about your new one – they might have friends and family in the area.
Be Patient as you Build your Referrals
It can take time to build a robust patient referral pipeline, especially if you’re in a specialized field with patients who tend to visit sporadically. Be patient as you nurture relationships with patients and other providers and develop your footprint in your new location. Continue to focus on great patient experiences and providing a welcoming, professional environment.
GZ is Here to Help You Find a Space that Drives Referrals
Put your best foot forward with a practice location so ideal that it makes referrals a breeze. At GZ, we specialize in medical real estate across the nation, so wherever your satellite office is located, we can help you find the right space. From small practices to large specialized clinics, we’ll help you build the robust footprint you need to hit the ground running. Drop us a line today!