People Decide, Then Think
This is a very powerful realization when it comes to persuading people that chiropractic is the right course of action for them. I say persuading because that’s what it is. You are trying to sell someone on why you are the best choice for their health care provider.. The sooner you realize this, the easier it will become.
People rarely make decisions as a product of long deliberation. They may take weeks to announce a decision but often make the decision in minutes, even seconds. People do not gather data to make a decision, they often gather it to JUSTIFY their decision. They are not accumulating understanding; they are seeking comfort and support. Most decisions are made, then justified, rather than the other way around.
One obvious implication: “First impressions are lasting” understates the actual case. The first impression, with startling frequency, is also the final decision! What does that mean for you? Well, how are you dressed (professional or sloppy-even when out of the clinic)? What does your reception area look like?How is your front desk staff (Pleasant or cranky)? Look at everything and ask what is my patient thinking the first time? Your future depends on it!!
Dr. Perry Nickelston, DC
VP Practice Development, K-LaserUSA
www.k-laserusa.com
Clinic Director of the Pain Laser Center, LLC
www.painlasercenter.com
1-866-595-7749 Ext. 102
pnickelston@k-laserusa.com
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