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Physician referrals can be a positive business development strategy for hearing clinics. Working closely with physicians can increase referrals when they are good leads that are solid and informed. On the other hand, an inundation of referrals for free hearing tests can clog a hearing clinic schedule and result in little or no business development.
Introducing Dr. Markus Hilbert, Au.D.,’s Hearing Matters to Physicians CFPC Mainpro+ education program: this is the only audiology/hearing program available to Canadian GPs, and is available nationwide.
Currently available in-person; online courses are being developed for a self-learning and co-branded option.
How to reach out to physicians
Hiring Dr. Markus Hilbert, Au.D., to present to physicians on behalf of your organization is the answer. The College of Family Physicians of Canada CFPC has vetted and approved in a rigorous application process a nationwide course that Physicians can take to obtain 3 hours of continuing education credits in the CFPC Mainpro+ program.
Instead of speaking to Physicians from the angle of sharing clinic or basic information over a lunch or some other outreach with prescription pads, with the obvious intent to obtain referrals, with the physicians’ assumption that all clinics are the same, and not seeing a change in the bottom line, let a vetted program recognized by a third party that Physicians respect and work under change the narrative. Using an expert to educate and provide CEUs to physicians positions clinics using this service as a tier above the rest. The topics covered include explaining not only the importance of amplification but the importance of informed, intelligent referrals that will positively impact your clinic’s bottom line and increase sales and word of mouth referrals.
Physicians are short on time, overworked, and inundated with requests for their time by drug reps and anyone else seeking their approval, attention and referrals. Using Dr. Hilbert, Au.D.’s expert, vetted education program endorsed by their regulatory college, the CFPC (College of Family Physicians of Canada) for your clinic breaks through this noise and brings a level of legitimacy and trust that is not available any other way to get optimal leads from the medical community while positioning your clinic as ahead of all others because it communicates that you and the physicians value the same thing – substantive educational content that is benefits patients with improved patient care knowledge, and the participants with educational credits they need.
Benefits to create a win-win-win
The benefits are three-fold:
- physicians: obtaining evidence-based, vetted, CFPC approved audiological information and 3 continuing education credits.
- patients: better medical information, and a strong, informed influencer sending you referrals, so the patient is likely to be more informed and ready to take action.
- hearing clinics: better quality referrals
Better Quality Referrals
Not all referrals are the same. Some are better and some more of a waste of time. Although anyone coming through your clinic is a potential influencer for you, a better quality referral means:
- better leads/referrals from physicians
- better expectations re testing vs screening, and hence less schedule clog because test differentiation is systemized
- more hearing aid sales
- improved status in medical community by association
- greater connectivity to the source GP and MOA
Dispelling Myths
Physicians are generalists with a lot on their plates. They may not be aware of or know details about hearing loss and hence may promote myths that need to be eliminated, and this program does that.
- “hearing aids are not needed”
- “tinnitus is not treatable”
- “you can wait on getting hearing aids there is no risk”
- “hearing in noise is something hearing aids cannot help with”
Does it work?
The program was developed with CFPC members and during the development and testing phases, physicians self-report an at least 50% increase in referrals and a 100% increase in pre-recommendation for hearing aids for mild to moderate hearing losses. That means patients referred to you are already knowledgeable about the fact that amplification is likely recommended before they see you so it makes your close easier and close rate higher.
How it works
- The program will be offered to clinics directly, via manufacturer support, buying groups and chains. First come, first served in a community with the right of first refusal for upcoming sessions.
- Currently the program is offered in-person only. in time, it will be offered online as well.
- The hiring clinic pays Dr. Markus Hilbert, Au.D. a stipend between $3000 to $5000 plus expenses, and organizes the event covering all costs. For groups 1-20, the cost is $3000 plus expenses, 21-50 $3500, and 50-75 $4500. Groups over 75 are $5000. Expenses are additional including flights, rental vehicle, hotel and incidentals/meals.
Why offer this?
Physicians have so much information to manage and it is becoming harder stay on top of all the developments in a quickly evolving industry. Things change and getting primary care providers on board helps them manage patient care better, make more informed referrals and helps position hearing care providers as advocates and educators not just para-medical co-providers. This levels the playing field. Hearing care products and services should see an uptick with better and greater Physician awareness, understanding and involvement. If you’d like to hire Dr. Hilbert, Au.D., to speak on behalf of your organization or want more information, please fill out the form below.