Practice tip of the day: Make a video and post it on YouTube. Do one every week and make it relevant to the viewer. This is not the time for blatant marketing, but of teaching and educating the public. Make sure to place your website and phone number over each video. This a free and powerful mediam to launch your business marketing. Check out my website to see it in action.
Dr. Perry Nickelston
Go the extra mile: Give people more than they expect. It amazes me why doctors think they should get referrals for getting people out of pain. So why don’t you get referrals? Because you gave the patient what they expected, and no MORE! Your job is to get them out of pain, that’s why they pay you. They are not going to reward you for simply doing your job. The question is, did you ‘WOW’ them with an experience beyond what they anticipated? It’s all about the ‘experience’. Take Starbucks for example. Is their coffee that much better than all the others. No. People flock to Starbucks for the atmosphere and experience. Take a lesson from that and make your office a special place to visit. Action Step: Call them personally after the first treatment and send a handwritten ‘Thank You’ note.
There are only two reasons people do anything: to gain a benefit or to avoid a loss. You have to determine which one resonates with your clients. In order to get someone to take action on their health you must determine what motivates them. Do they want the benfit of better health via chiropractic care or are they trying to avoid physical pain. Each person will react differently depending on how you educate them about chiropractic. Try this exercise…Get out a sheet of paper and draw a line down the middle of the paper. On the top left write “Benefits to Gain” and on the top right side list “Losses to Avoid.”
Under the Benefits to Gain, list the benefits your patient would obtain by having your product or service. In the right column, lists the losses he or she will avoid by your services. Turn this into clear, concise and convincing sentences, making each sentence an answer to the question your patient will be asking in his or her mind: “How can I benefit?” These become powerful phrases in your arsenal and erasers to eliminate any objections in the subconscious mind of your potential patient.
Perry Nickelston, DC