Know who refers nearly half
of your specialty business?
Although primary care physician (PCP) referrals still drive the
majority of specialty business, in some specialties, self-referrers
comprise up to 47% of patients.
To win their business, you need to understand why these patients choose to self-refer, how they select their physicians, and what keeps them coming back. That’s what we asked nearly 1,300 self-refers about in our latest survey. Here’s what our analysis revealed.
About the survey
We first asked 12,610 respondents who had a medical appointment with
a specialist in the last 12 months to tell us how they found their specialist.
Specifically, did they:
- Follow a provider referral
- Receive a provider referral but chose to see another specialist
We then looked more closely at 1,284 consumers, a subset of those patients who self-referred or received a referral but chose to see another specialist, to better understand their specialist selection process. We asked how much research they did and which sources they used.
For those respondents who self-referred or chose not to follow a referral
and instead saw a different specialist, we examined the most important
factors in their choice of specialist.
To learn the top drivers of consumer loyalty, we asked which factors contributed most to their likelihood to return.
We also analyzed how choice and loyalty factors differed across respondent
demographics and the 16 represented specialties.