No specialist, or physician who conducts a general practice by publicity methods, can hope to make a lasting success, except in rare instances, without a well-managed correspondence department. In the beginning the physician may attend to this himself but, as the business grows he will need the services of a smart, competent man. Newspaper men do the best in this position. The right kind of men command from $50 to $100 a week, and in many cases get a working interest in the business. They are worth every cent they get.
The physician with a large office or out-of-town practice is too busy to give attention to the details of correspondence. He has not the time during office hours, and after his work for the day is done he is too weary to dictate the many letters that should go out every day. Not only this, but there are very few medical men who know just what to say. Letter writing is a gift, and the men who have this gift make a business of it.
Every letter that comes into the office should be indexed by the card system and then filed away by number with the copy of the reply attached. This work, as well as the opening of the mail and the dictation of answers, should be done in a room convenient to the doctor’s office, but away from it far enough so that the patients will not suspect the connection.
A letter arrives from Hiram Oxbow, of Valparaiso, Indiana. The man in charge of the correspondence opens it and finds that, according to the printed heading Mr. Oxbow is conducting a cooperage plant. The letter runs about as follows:
HIRAM OXBOW
MANUFACTURER OF COOPERAGE
Valparaiso, Ind., August 10, 1910.
Dr. G. H. Wilkinson, Chicago, Ill.
Dear Sir: I have read of your success in the treatment of locomotor ataxia, and would like to know whether you think you can do anything for me. I am 45 years of age, and have been afflicted for the last eight years. Have doctored with nearly everybody in the country without results. Can you cure locomotor ataxia? Please let me hear from you soon.
Yours respectfully,