The One Question That Dramatically Increases Dental Patient Referrals
Patient referrals are one of the most powerful — and most underutilized — growth channels in dentistry.
Most dental practices say referrals are important… but very few have a clear, repeatable system for generating them consistently. Instead, referrals are left to chance, or worse, handled in ways that feel awkward, salesy, or uncomfortable for both the team and the patient.
In this post, we’re breaking down one simple question you can train your team to ask that can dramatically increase patient referrals — without pressure, scripts that feel fake, or uncomfortable moments at checkout.
This strategy comes straight from a recent episode of the No BS Dental Growth Podcast, where we walk through exactly how to implement it inside a real dental practice.
Why Most Dental Practices Struggle With Referrals
Here’s the hard truth: most practices fall into one of two buckets.
- They don’t ask for referrals at all
- They ask in a way that doesn’t work
You’ve probably heard (or even used) the classic line:
“Do you know anyone who needs a dentist?”
While well-intentioned, this question puts patients on the spot. It feels transactional, vague, and easy to brush off — which is why it rarely produces results.
Patients want to help practices they love. They just need to be guided in a way that feels natural and comfortable.
The One Question That Changes Everything
Instead of asking patients if they know someone who needs a dentist, train your team to ask this question:
“On a scale of 1 to 10, how likely are you to recommend us to a friend or family member?”
This single question does three powerful things at once:
- It opens the door to referrals
- It gathers real-time feedback
- It helps prevent negative reviews before they happen
Let’s break down how to handle each possible response.
If the Patient Says 9 or 10
This is where the magic happens.
When a patient gives a 9 or 10, your team should respond with:
“That’s amazing — thank you! Who’s the first person that comes to mind that we could help the same way we helped you today?”
Notice what’s different here:
- You’re not asking if they know someone
- You’re assuming they do
- You’re making it personal and specific
This small shift plants a seed and often results in an immediate name.
Bonus Tip
For every referral name you receive, send the referred person a VIP new patient welcome text within 24 hours. This keeps the momentum going while the recommendation is still fresh.
If the Patient Says 7 or 8
A 7 or 8 is still a good score — but it’s also an opportunity.
Your team should respond with:
“Thanks for sharing that. What would make it a 10 for you?”
This shows patients that you genuinely care about their experience. Even better, it gives you actionable feedback you can address immediately.
Small improvements at this stage often turn future visits into 9s and 10s — and future referrals.
If the Patient Says 6 or Below
This is gold, even though it may not feel like it at first.
Your response should be:
“I really appreciate your honesty. What happened that we can improve on?”
Catching concerns in real time allows you to:
- Fix issues before they become negative reviews
- Strengthen trust with the patient
- Improve systems inside your practice
Many practices miss this step entirely — and pay for it later online.
How to Train Your Dental Team to Use This Question
The key to making this work is consistency.
Here’s how to implement it:
- Role-play the question with your front desk, hygienists, and assistants
- Practice it at least three times per role
- Make it part of your standard checkout process
When the entire team is comfortable asking this question, it stops feeling scripted and starts feeling natural.
Why This Referral Strategy Works So Well
This approach works because it:
- Feels conversational, not salesy
- Respects the patient’s experience
- Turns happy patients into your marketing team
- Improves patient retention and satisfaction
It’s simple, but when executed correctly, it can become one of the highest ROI strategies in your practice.
Want the Full Breakdown and Scripts?
In this episode of the No BS Dental Growth Podcast, we walk through:
- Exact wording your team should use
- How to role-play this with staff
- How to follow up on referrals automatically
- Common mistakes to avoid
If referrals feel inconsistent in your practice, this episode will give you a clear, practical system you can implement immediately.
🎧 Listen to the full episode HERE and start training your team today.
Looking for more proven dental marketing and growth strategies? Subscribe to the No BS Dental Growth Podcast for weekly, no-fluff insights designed for real dental practices.
👉 Ready to grow with a system that works? Schedule a Free Strategy Session
🛠️ Tools & Tips:
SmartFollow™ – Automated lead follow-up
CallGuard AI™ – Review & coach call performance
PatientLine™ – AI phone assistant for overflow and after-hours
💬 Let’s Talk Strategy:
👉 Book a free strategy session:
https://kickstartdental.com/get-in-touch/
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