Maintaining a consistent flow of patients to your dental practice is critical to its success. But in this economy, other dentists and physicians that were once steady sources of dental referrals may have retired, closed their doors or defected. Others may be treating cases themselves that they once would have referred to dental specialists. Competition for referrals is more intense, so maintaining that once-steady flow of referred patients may be more challenging than ever.

Mailing season’s greetings cards to referring dentists and physicians may seem very basic. However, we find that some dental specialists just don’t think about the finer points of sending such cards. Based upon years of experience, here are some ideas we have been able to compile.

Sometimes dental specialists see generating referrals as a passive activity, as something that just happens. The reality is that the dental specialists who benefit most from referrals have worked very hard to obtain them.

The key to getting more referrals from other dentists and physicians is to be more memorable. If they don’t remember you, they are not going to make referrals to your dental practice.

What strategies does Blatchford suggest as the most effective to build the success of your dental practice? “It all starts with the strength of your relationship with general dentists. Dental specialists depend on general dentists for referrals. So the number one thing you have to do is build a strong partnership with your general dentist. You can do this by continually looking for ways to provide value and give them a reason to refer patients to you.”

Everyone likes to be recognized and your referring dentists and physicians are no exception. Reaching out to them and/or their family will earn you high marks and improve your relationship. Here are four easy ways to recognize your referring healthcare providers:

As the end of the year approaches, send Thanksgiving cards to your referring dentists and physicians. Christmas cards very often get lost in the volume of holiday cards mailed in December.

1. Have a plan
2. Establish a marketing budget
3. Define what type of patients you want to attract
4. Ensure patient satisfaction
5. Keep your referring dentists and physicians well informed