Skip to main content

Become A Networking Superhero With Class

Ask, Listen, Share and Give to Network Your Way to Success

Meet Dr. Dave Candy. He is a networking superhero that we all can learn from! As a Physical Therapist, you would think that that much of his business would come from marketing to doctor's offices. However, it does not. Business comes from networking.

Dr. Dave moved to St. Louis with his wife and daughter only a year-and-a-half ago with few pre-established personal or professional contacts. He briefly started working in a small private practice, but when that practice was acquired by a larger healthcare system, Dr. Dave had the courage to walk away from the security of a salaried job with benefits to continue to be able to treat patients the way he sees fit - with the highest level of clinical care, compassion, and one-on-one attention. And thus, Movement 4 Life Physical Therapy was born!

The question is, what did Dr. Dave do that put his practice on the road to success? Dr. Dave got out into his community and gave value to other business before he received one referral...he networked. Dr. Dave reported that, “Most people are eager to hand out a business card, but networking is about building relationships and trust.”

During my conversation with Dr. Dave, when I asked him where is one place someone new could go to start learning networking and how to build valuable relationship and he said, “join a BNI group.” Now to be serious about making a networking group work he explained that, "It's important to have a community that you see regularly where you can form solid relationships built on trust. It takes multiple touch points before people will trust you enough to send you business."

I asked Dr. Dave for some practical tips about networking during our conversation. Dr. Dave reported to me the following:
  1. Ask- Everyone knows someone who has health issues 
  2. Listen - Don’t Hijack the conversation. Let the other person talk, and truly listen....don't just think about what you want to say next. 
  3. Share - Talk about why you are passionate about your profession 
  4. Give - Give to establish trust. Give, give and give again, then look to serve others
Because trust is foundational in networking, you have to give referrals world class service. When I asked Dr. Dave about gimmicks, tips or tricks to world class service he reported he did not have any. But he did say that service to him had the following for components:

Don't just satisfy them...AMAZE them - The key to providing a "WOW" experience is to under-promise and over-deliver. This helps the customer understand that your service is above and beyond their expectations because you helped frame those expectations.

Summarize the entire visit for the patient - People will forget some or all of the information you told them. Dr. Dave likes to provide a follow up email with all of the information he covered during the patient's visit. Because this email is always personalized for each patient, they get tremendous value out of his email follow up.

Over-communicate and be accessible - No one ever gets a personal call from the doctor, they always get the call from the staff. Dr. Dave says he gives his patients his email and cell phone number. He is accessible on evenings and weekends. If he hasn't heard from a patient in awhile, he gives them a call with a genuine interest in their well-being, not just when they can come back in for their next visit.

Understanding how to network is important in treating patients with chronic pain, because people need to be able to trust their healthcare providers. Just as building a referral network requires that your referral sources can trust you, customers need to know that you care about them as a person. They need to understand they are not, "Just a chart number" or "A revenue source." It's easier and less expensive to form lasting relationships and keep your current customers happy than to go out and find new ones. Dr. Dave is a networking superhero because he gives value first, and everyone can feel that commitment from him!

Special Gift For Those Who Read This Post -

Information and Contributions by:
Dr. Dave Candy, PT, DPT, OCS, ATC, FAAOMPT



Popular posts from this blog

3 of the Hottest Marketing Technology Trends That Will Shape Your 2020 Efforts In Real Estate

Have you ever heard of Silicon Valley? Likely you have. Did you know that Silicon Valley is constantly trying to innovate the real estate industry? Technology continues to push the envelope and transform the direction of the profession every year. In 2020 several marketing trends are revolutionizing the real estate profession and most follow the sociological trends from recent years.”Today, people’s attention spans are short and the way they like to consume content has also changed. This is why content formats like Stories have become popular. They are short, engaging, and addictive in a way that people can spend hours scrolling through one Story after another (N.A, 2019).” The many marketing trends of 2019 continue to evolve into 2020 with technology tools designed to improve the customer’s experience. One-Click: Think Amazon! Amazon knows that people want instant one-click to purchase. In fact, “When we write the history of electronic commerce, the 1-Click patent … allowed Ama

How to Eliminate Entitlement

A “How To Plan” For Parents of Spoiled Real Estate Children:  When I was younger, my neighbor had a crazy dog. Every day this dog would wait by the side of the road for vehicles to drive by. When a vehicle drove by, this crazy mutt would run down the road, barking and chasing everyone’s vehicle that drove by.  On one rainy day, I asked my neighbor “Do you think the dog is ever going to chase down one of  those vehicles?” My neighbor replied, “That’s not what worries me. What worries me is what he would do if he ever caught one.” Many people in life behave like that dog who is pursuing meaningless goals. Meaningless goals are goals that are not backed by values. Before you start defining your family goals you first need to define your values.  Goals not backed by values are meaningless and might as well be considered criminal activity.  If you want to define the life goals you first need to define your values. The framework for setting goals back by values can be defined in the value go

3 Ways You Might Be Raising Entitled Children When You Work in Real Estate

And What to Do About it.    A family was having a good time on the lake. It was a beautiful summer day.  The warm sun from the sunny summer sky beat down on my exposed arms covered in sunscreen.  “Summer is not my favorite season, but at moments like this take the trophy,” expressed Mr. Relaxed.  Resting on his boat he observed the kinetic chaos of boats that had turned the summer’s peacefulness into a commercial expression of fun!   The cloudless day was perfect to enjoy with the family. The light blue sky seemed to smile at the brilliant blue-green waves.  “It feels so picture-perfect,” said the little one.  After an exhilarating boat ride, the family parked the boat in a cove and enjoyed swimming, and eating their lunch.  A father, mother, and daughter sat down to enjoy lunch, their sweet little girl was holding two pieces of cantaloupe in her hands. The mother leaned over and asked with a smile, “Beautiful little girl, could you give your mommy one of your pieces of cantaloupe?” Th