Offer to give a talk at local Parent Teacher Association meetings about common rheumatological issues that adults and children face, Mr. Peltz suggests. “Tell anecdotes about how you helped patients with certain issues,” he says. “This is an easy and inexpensive way to have many potential patients meet you.”
Nurture Current Patients
Existing patients can be an excellent source of referrals. Spend time with them and ask if other family members are affected by their issue, Mr. Peltz says. It’s also good to get a bit personal; inquire about their interests and hobbies. Note these in their chart and ask about them at future visits.
Dr. DiGiovanni
Making yourself available to patients with urgent needs should be a top priority. “It’s easier to see a patient with knee pain and swelling due to rheumatoid arthritis (RA) right away in the office rather than seeing them later in the hospital with a septic joint,” Dr. DiGiovanni says. “Plus, this is a lot better for the patient.”
Along these lines, if a referring PCP calls and requests that you see a patient right away, skip lunch and see them that day. “It will pay dividends,” he says.
In addition, Dr. DiGiovanni advises putting new RA patients on a fast track. “There is a window of opportunity to treat RA as early as possible,” he says.
Dr. DiGiovanni is also a proponent of the concept of high touch and high tech. The former refers to how you approach patients. “Be attentive and empathetic,” he says. “Examine them at every visit. The pill that I prescribe is no different than the one recommended by the doctor down the street. Differentiate yourself by how you interact with patients.”
That said, it’s important to provide the best state-of-the-art care possible. To this end, Dr. DiGiovanni’s practice has embraced on-site services, including a CLIA-certified laboratory, digital radiography, dual-energy X-ray absorptiometry, low-field magnetic resonance imaging, musculoskeletal ultrasound (diagnostic and guided injections) and an outpatient infusion center.
An Ongoing Process
Finding new patients is not a one-and-done process. You have to continually take steps to improve your brand, marketing platform, and networking and referral strategies. If a practice dedicates the appropriate time and resources, it should generate a solid flow of new patients, Mr. Yerian concludes.
