An Excerpt from Get It Done…
A Value-Adding Referral Tool: A Case Study
Dr. Nathan Unruh owns Envive Chiropractic, one of the most successful chiropractic clinics in the country. And he does a great job of using books to bring in referrals.
When a new patient walks through the doors of Envive, he or she gets a nice warm welcome—and one of Envive’s famous swag bags.
Inside of the bag are several branded items, including one of Dr. Unruh’s books, Envive Your Life.
These bags say many things to new patients, without having to say anything:
- Welcome to our family. We’re glad you’re here.
- We want to give you lasting things of value.
- We want to equip you with information about who we are and what we do.
- We want to build a relationship with you.
- You are important to us.
Patients love the books, and are able to benefit from Dr. Unruh’s influence and expertise not only at his office but at home with his book as well.
In fact, Dr. Unruh saw so many referrals from Envive Your Life that he has since written a total of 5 books.
He has also started adding his books to the welcome packages for new employees, and has seen an increase in referrals there as well.
As an added bonus, his books also help get new employees on board with the Envive culture and philosophy as well.
This isn’t a rare occurrence. Dr. Unruh isn’t the exception.
This happens every day with published writers all across the country. They find that their books establish expertise, build trust, and share a uniquely complex brand story.
Books make it easy, fun, and rewarding for satisfied clients to refer new business to you.
But are they quality referrals? A book can help refer, but can it help to sell as well?
Keep reading—we’ll find out in Chapter 3.