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I run a trauma psychotherapy clinic, and I am looking to expand across my state/province. What we do is offer a no fee (free) trauma counselling to anyone who has been involved in a vehicle accident. I am able to provide this due to the fact we have one government funded auto insurance provider.
There aren't many people working within this niche. Currently I have 5 practitioners working for me in their own space, and as already mentioned I am looking to expand. But for that, we need more referral partners. These are occupational therapists, physio therapists, kinesiologists, medical doctors and basically anyone coming into contact with someone who has been involved in a car accident. We have scale as well in that we offer tele therapy.
That said, I am struggling a bit getting out to clinics due to Covid (most clinics are operating on a by-appointment only basis).
So for the time being to build my referral trough/parternships I am left to online outreach.
Here is what I have done:
-created an email template, which I personalize for each clinic we reach out to. The subject line is typically "No fee (direct bill) MVA trauma psychotherapy". Most rehab professionals understand MVA = motor vehicle accident, and many of them find direct billing appealing as it saves them they bother to seek funding for their clients.
-created a poster for fax, and email (upon request) that outlines our service and how we help clinics by providing 3 value attributes:
1. Help speed-up the recovery of their clients/patients
2. Help reduce workload of clinicians in that the emotional/psychological healing is left to us
3. Possibility for future referral partnership (I don't want to make any solid promises on this)
My assistant and I are fixing to contact via LinkedIn (where possible), in addition to email, fax, and cold calls. For some clinics we have treated, or are treating clients (we started keeping a database holding all rehab professionals tending to that client).
Now I want to focus on cold calls.
The reality is a 2nd or 3rd person will be answering our calls. Usually a medical office assistant or secretary etc.
I figure it's best to go straight to identifying ourselves, and a prominent title will have the best chance of receiving attention: Clinic manager/director
It would be ideal to infer that we are (or have) treated a client of the clinics. So if we have that opportunity naturally we'll use it. I would think that offering what is basically FREE psychotherapy would incentivize things enough, but at the end of the day I m thinking that most of these clinic owners want, well, more clients. Maybe that's just the cynic in me speaking.
It should be noted that many clinics will be new/unfamiliar to us. So for this I am wondering if we should simply ask straight away to speak with the clinic director. Assuming in almost 10/10 cases we don't be passed on, at least we can then ask for their contact information.
I am also thinking we should include the pitch (What's in it for them) within those first few moments, something to the likes of:
"Our clinic partners are typically looking to relieve car accident clients of their emotional distress thereby helping them get functional again. Does that sound like what your clinic helps clients work toward?"
Perhaps this should precede us asking to speak with the clinic director.
At any rate, assuming we don't get through, we will then follow-up with an email mentioning that we just reached out to the clinic and offering ways we can help them improve the quality of care of their clients or patients.
I am hoping to get some guidance with respect to my approach as its the first time venturing into cold calling. I know about A.A.A. (Act. Assess. Adjust), and of course things will get tweaked and streamlined along the way.
I am just not sure if there's a more efficient and attention grabbing approach to improve my chances of generating leads.
There aren't many people working within this niche. Currently I have 5 practitioners working for me in their own space, and as already mentioned I am looking to expand. But for that, we need more referral partners. These are occupational therapists, physio therapists, kinesiologists, medical doctors and basically anyone coming into contact with someone who has been involved in a car accident. We have scale as well in that we offer tele therapy.
That said, I am struggling a bit getting out to clinics due to Covid (most clinics are operating on a by-appointment only basis).
So for the time being to build my referral trough/parternships I am left to online outreach.
Here is what I have done:
-created an email template, which I personalize for each clinic we reach out to. The subject line is typically "No fee (direct bill) MVA trauma psychotherapy". Most rehab professionals understand MVA = motor vehicle accident, and many of them find direct billing appealing as it saves them they bother to seek funding for their clients.
-created a poster for fax, and email (upon request) that outlines our service and how we help clinics by providing 3 value attributes:
1. Help speed-up the recovery of their clients/patients
2. Help reduce workload of clinicians in that the emotional/psychological healing is left to us
3. Possibility for future referral partnership (I don't want to make any solid promises on this)
My assistant and I are fixing to contact via LinkedIn (where possible), in addition to email, fax, and cold calls. For some clinics we have treated, or are treating clients (we started keeping a database holding all rehab professionals tending to that client).
Now I want to focus on cold calls.
The reality is a 2nd or 3rd person will be answering our calls. Usually a medical office assistant or secretary etc.
I figure it's best to go straight to identifying ourselves, and a prominent title will have the best chance of receiving attention: Clinic manager/director
It would be ideal to infer that we are (or have) treated a client of the clinics. So if we have that opportunity naturally we'll use it. I would think that offering what is basically FREE psychotherapy would incentivize things enough, but at the end of the day I m thinking that most of these clinic owners want, well, more clients. Maybe that's just the cynic in me speaking.
It should be noted that many clinics will be new/unfamiliar to us. So for this I am wondering if we should simply ask straight away to speak with the clinic director. Assuming in almost 10/10 cases we don't be passed on, at least we can then ask for their contact information.
I am also thinking we should include the pitch (What's in it for them) within those first few moments, something to the likes of:
"Our clinic partners are typically looking to relieve car accident clients of their emotional distress thereby helping them get functional again. Does that sound like what your clinic helps clients work toward?"
Perhaps this should precede us asking to speak with the clinic director.
At any rate, assuming we don't get through, we will then follow-up with an email mentioning that we just reached out to the clinic and offering ways we can help them improve the quality of care of their clients or patients.
I am hoping to get some guidance with respect to my approach as its the first time venturing into cold calling. I know about A.A.A. (Act. Assess. Adjust), and of course things will get tweaked and streamlined along the way.
I am just not sure if there's a more efficient and attention grabbing approach to improve my chances of generating leads.
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