The seven-step approach
Physician practices do not primarily care that you started a company. They care whether your service makes patient care easier or creates more work for their staff.
Identify high-fit practices
Concierge medicine, primary care, geriatrics and other practices with homebound, mobility-limited or high-service patients have a clearer use case than a general list of every clinic in the county.
Find the real decision maker
The practice manager, nurse, medical assistant, referral coordinator or office manager may control the workflow even when the physician likes the idea. Win the person who would have to use it.
Lead with the problem
Explain the patient or referral problem you solve in one sentence. If it takes a paragraph, it is not yet clear enough to act on.
Explain the referral workflow
How to refer, what information is needed, who schedules, who pays, where the specimen goes, what happens if the draw fails, and how completion is communicated.
Ask for one opportunity
A single patient is far easier to approve than an exclusive partnership, and it costs the practice nothing to try.
Follow up with value
Short follow-ups carrying practical information, rather than repetitive check-ins that ask for attention without offering anything.
Measure the second referral
The first referral may come from outreach. The second demonstrates operational trust, and that is the number worth tracking.
Explaining the referral workflow
A practice will not adopt a process it cannot describe to a colleague. Write yours down as seven answers — how to refer, what you need, who schedules, who pays, where the specimen goes, what happens on a failed draw, and how completion is communicated — and put it on one page.
That page is the single most useful piece of collateral in this lesson. It answers the operational questions that determine whether the referral coordinator will actually use you.
Common mistakes
Most failed outreach fails on the fourth and fifth, long after the first conversation went well.
- A long founder story before explaining the value
- Asking for exclusivity too early
- An unclear payment or laboratory process
- No follow-up
- No tracking of repeat referrals
Where XpediPro fits
Sales can win the first opportunity. A professional booking, payment, document and status workflow is what earns the next referral — because the practice is judging the experience their patient reports back.
See how XpediPro worksAction checklist
5 things to settle before moving on to Lesson 14.
0 of 5 complete
FAQs
What if the practice already uses a major laboratory?
Position mobile collection as an option for the patients who need home service, not as a replacement for their laboratory relationship. You are solving an access problem, not competing for their lab contract.
Should I discount for a physician referral?
Only if the economics and the legal and contractual structure make sense. Do not offer unreviewed referral payments — that is a question for qualified advice, not for a sales conversation.
