Showing posts with label chiropractic office DVD. Show all posts
Showing posts with label chiropractic office DVD. Show all posts
Tuesday, 4 October 2011
Making Your Chiropractic Consultation HYPER Effective - Building Rapport
So now your new consult has been brought down to your office for you to get their history and to perform your examination on them.
What do you do? Well.. you have to build rapport.
In my office, I had pictures of me with different people in the media that I have done TV or Radio work with and I also had this big blown up photo of me when I was in Berlin, Germany and I was standing in front of these 3 armoured personal carriers joined together to make an arch and behind that was the wall.
Anyways, it was a really cool pic and it really sparked up a good conversation with the patients (as did the other pics that I had). So it was a lot easier to start a conversation and instantly build rapport with my consults.
Also, if you have Thank You cards from patients, place them on your desk so that the inside message can be seen by your consults when they are sitting.
What do you do? Well.. you have to build rapport.
Get Them To Like You And Their Walls Will Drop!
The first thing to do and the easiest... when your receptionist brings your consult into your office and you're behind your desk, stand up and shake their hand and guide them to their seat. Then offer your chiropractic consult a drink. I used to have a bar fridge in my office and I would always offer them a bottle of water (a great touch... get your clinic logo printed on the label - there are bottle or promotional companies that can do that for you. Or you can just get stickers made with your clinic info and slap it on the existing label).
Also, if your receptionist gave them the "Welcome Gift" (see previous blog) then make a point of mentioning it. Point out the epsom salts (if you put that in the "Welcome Package") and tell how wonderful it is and that they should use it after today's visit. NOTE: you are wanting to mention this "Welcome Gift" so that it stands out and the effect is heightened when you refer back to it on the day of their Report Of Findings.
NOTE: The "Welcome Gift" is based on the Law Of Reciprocation. If you give someone something, they will automatically feel obligated to give you something in return! Hence, your consult will feel more obligated to undergo care (if they are a candidate for your treatment) by giving them a "Welcome Gift"!
A great book that EVERY chiropractor should read is called "Selling The Invisible" by Harry Beckwith which explains this great concept and why it is so effective!
In my office, I had pictures of me with different people in the media that I have done TV or Radio work with and I also had this big blown up photo of me when I was in Berlin, Germany and I was standing in front of these 3 armoured personal carriers joined together to make an arch and behind that was the wall.
Anyways, it was a really cool pic and it really sparked up a good conversation with the patients (as did the other pics that I had). So it was a lot easier to start a conversation and instantly build rapport with my consults.
Also, if you have Thank You cards from patients, place them on your desk so that the inside message can be seen by your consults when they are sitting.
Remember, it is a lot easier to sell an idea or product to someone that likes you!
And it's more difficult for them to say "No" to you!
If you don't have anything interesting in your office for people to comment on (then you have a boring office lol), then scan them up and down, look at what they are wearing (blue collar, white collar, uniform, etc), look at their keys (what kind of car are they driving, key chains from a holiday destination, etc.). Find something that you can relate to and talk to them about it.
If you can't find anything... then ask what they do? where are they coming in from? What is their background? etc.
It doesn't matter what it is... just find something that you can bond with and then build on that rapport as you continue on with your chiropractic consult consultation.
Remember to smile when you should and be serious when you need to be. There is often a fine line between doing too much of one or the other where you can look like a used car salesmen and lose the rapport that you initially built.
In our next blog I will talk about performing the History Taking and how to do it the RIGHT WAY!
By the way, (and this is a shameless plug), but any room that you do your consultation or report of findings, you should have this chiropractic poster hanging up. Why because it helps steer your consults away from thinking in terms of dollars and cents and more into undergoing care as an INVESTMENT into their health! Believe me, this poster has a dramatic effect in helping you close your consults!
This poster is called the "Bank Vault" and it's ONLY $29.50 (18"x24" on glossy poster stock) and can be found at http://www.promodocs.com
Join our Facebook Fan Page for more clinic building and marketing tips!
Join our Facebook Fan Page for more clinic building and marketing tips!
Wednesday, 28 September 2011
Making Your Chiropractic Receptionist Your Powerhouse - Chiropractic Marketing
Okay, so in our last blog we discussed how to improve the look of your reception area. Your reception area is the very first thing that patients see and what they use to make their snap decision on whether they like your clinic, trust you, and think that you are competent enough to treat them.
Next, they see your receptionist! So here we're going to discuss how to make your chiropractic receptionist a power house in helping you close your consults and converting them to new patients!
For the sake of writing, I am going to write as if you have a female receptionist.
Before I go on, I want to be perfectly clear that the techniques that I am sharing in these blogs is to be used only to convert your consults that are suitable for chiropractic care. Unfortunately, all too often patients have a negative outlook on chiropractic and so these techniques are used to help you get your consults to drop their guard and their preconceived ideas, and to understand the great benefits chiropractic care offers.
That being said, let's move to the topic at hand...
First... Appearance. We are not going to hold back on this and we may sound insensitive, but we are not going to make apologies. It goes without saying that you want your receptionist to have a professional clean look. No jeans. No shorts. At our office we had 2 full time receptionist that wore blue scrubs and white lab coats with our clinic logo embroided on it. Some chiropractors may not like this look as it gives your chiropractic office a medical office feel. I will get deeper into the "Medical Office" look on another blog, but this was the look that we were going for... and it worked... and it worked well! With our chiropractic marketing, we were seeing 80-100 consults per month and had an extremely high closing ratio.
It is important to have your receptionist's hair clean and tidy. I cannot tell you how many clinics I have been invite to, to help them restructure their clinic and saw their receptionist hair straggly and oily looking... like they haven't washed it in days! Just like the doctor should be clean and tidy, so should your receptionist! Having untidy receptionist instantly bites into YOUR credibility as a doctor.
Does your receptionist smoke? If so, does she wreak of smoke? How are you to encourage your patients to live a healthy lifestyle when your own worker is living an unhealthy one?
Does your receptionist hang her coat on the back of her chair? If she does make her hang it up on a coat rack or in a closet. It may seem like a small thing, but it's another sign of sloppiness and laziness. Two very unappealing things consults don't want to see.
Bottom line... just like you, the doctor, should look professional... your receptionist should do the same. After all, your chiropractic receptionist is an extension of you!
Two important, without exception, things she must do...
Have your receptionist say to your consult:
"Welcome to our clinic, we'd like to give you this little gift {describe what's in it} and please fill out your intake form to the best of your ability. Also, here is some information about our clinic (if you are using a "Consult Handout". Please take your time and if there is anything that I can do to make you more comfortable, please do not hesitate to ask. Okay? {smile}"
then follow by offering them a drink or something.
I cannot tell you how many clinics I have gone to where the consult sits in uncomfortable silence when waiting to be seen by the doctor. Why not take that opportunity to educate your consult and pump them up about starting care at your clinic.
One thing that ALL chiropractic clinics should have is a Reception room DVD (which Promodocs.com has nearly completed - our Promodocs.com DVD offers what no other company provides AND you'll be amazed at how inexpensive it is!).
Also, have your receptionist talk to your consult. People love to talk about their aches and pains and how it has impacted their lives. This is a perfect opportunity for your staff to boast about how good your are at treating conditions just like theirs and if there is a previous patient that had the same condition and had excellent results, have your receptionist talk about that previous patient.
Better yet... if you have a patient in your receptionist room whom you have a great rapport with and likes to talk, introduce the two! There is no more powerful selling point then a face to face testimonial! This conversation alone, will convert your consult to an new patient!!! We did it all the time and it was almost effortless to have consults sign up for care!
When it is time for you to see your consult, you can do one of 2 things...
I agree with this to a certain degree. Point A... don't do it because an M.D. doesn't do it! As much as you may not want to believe this, majority of people prefer and are used to the "medical" atmosphere. I had one of the most (if not the most successful clinic in the country and we had somewhat of a medical like style - we didn't pretend we were M.D., but we had somewhat of a medical approach in our clinic. But I will talk about this in another blog).
I, personally, never made a point of going to the reception room. In fact, over the 10 years of practice, I may have stepped foot in the reception room twice!
Why? For two reasons:
Well that's it for now! I hope that this blog has helped you and will make your clinic that much more successful!!!
For more blog updates and other power packed marketing tips, join our Promodocs Facebook FanPage!
For great chiropractic posters that will get noticed and will drive your clinic upwards go to http://www.promodocs.com - all posters are ONLY $29.50ea and check out our FREE shipping offer!
Next, they see your receptionist! So here we're going to discuss how to make your chiropractic receptionist a power house in helping you close your consults and converting them to new patients!
For the sake of writing, I am going to write as if you have a female receptionist.
Before I go on, I want to be perfectly clear that the techniques that I am sharing in these blogs is to be used only to convert your consults that are suitable for chiropractic care. Unfortunately, all too often patients have a negative outlook on chiropractic and so these techniques are used to help you get your consults to drop their guard and their preconceived ideas, and to understand the great benefits chiropractic care offers.
That being said, let's move to the topic at hand...
First... Appearance. We are not going to hold back on this and we may sound insensitive, but we are not going to make apologies. It goes without saying that you want your receptionist to have a professional clean look. No jeans. No shorts. At our office we had 2 full time receptionist that wore blue scrubs and white lab coats with our clinic logo embroided on it. Some chiropractors may not like this look as it gives your chiropractic office a medical office feel. I will get deeper into the "Medical Office" look on another blog, but this was the look that we were going for... and it worked... and it worked well! With our chiropractic marketing, we were seeing 80-100 consults per month and had an extremely high closing ratio.
It is important to have your receptionist's hair clean and tidy. I cannot tell you how many clinics I have been invite to, to help them restructure their clinic and saw their receptionist hair straggly and oily looking... like they haven't washed it in days! Just like the doctor should be clean and tidy, so should your receptionist! Having untidy receptionist instantly bites into YOUR credibility as a doctor.
Does your receptionist smoke? If so, does she wreak of smoke? How are you to encourage your patients to live a healthy lifestyle when your own worker is living an unhealthy one?
Does your receptionist hang her coat on the back of her chair? If she does make her hang it up on a coat rack or in a closet. It may seem like a small thing, but it's another sign of sloppiness and laziness. Two very unappealing things consults don't want to see.
Bottom line... just like you, the doctor, should look professional... your receptionist should do the same. After all, your chiropractic receptionist is an extension of you!
So what should your chiropractic receptionist do
when your consult walks in the door?
when your consult walks in the door?
One thing which is a very nice touch, is to have a sign on your desk that welcomes your consult by name. For instance, it can say "Welcome Mr. X to our clinic. We are looking forward to helping you get back to health" and next to that... perhaps have a small "Welcome Gift" to give to them. It doesn't have to be elaborate. Maybe put a small package of epsom salts, couple sample packs of biofreeze, perhaps some samples of the supplements you sell, your business card and a referral card.
Wrap it all in that clear plastic gift wrap and tie it with a ribbon (in your clinic colors) with your business card and referral card.
Wrap it all in that clear plastic gift wrap and tie it with a ribbon (in your clinic colors) with your business card and referral card.
Greeting your new chiropractic consult.
Two important, without exception, things she must do...
- Have your receptionist STAND UP and greet your patient warm sincere smile.
- Have them shake your consults hand - using either one or two hands. Grasping your consults hand with 2 hands when shaking typically indicates that one is more caring and nurturing.
****
UNIQUE IDEA: Just don't just give your consult the standard 8 1/2x11 intake form on a clip board. You may want to add what I call a "Consult Handout". That is to say, have a card stock folded 11x17 folder with you clinic information (i.e. pics of your clinic, your staff, info about chiropractic, your treatments, testimonials etc.) that you insert the Patient Intake form into. This serves MANY purposes...
- Excites your consult about your care.
- Gives them something to read while waiting to see you.
- Makes them remember the information that you explained to them about your care when they are home.
- Can share the information with their spouse - get them on board too!
- Great for referrals.
****
Have your receptionist say to your consult:
"Welcome to our clinic, we'd like to give you this little gift {describe what's in it} and please fill out your intake form to the best of your ability. Also, here is some information about our clinic (if you are using a "Consult Handout". Please take your time and if there is anything that I can do to make you more comfortable, please do not hesitate to ask. Okay? {smile}"
then follow by offering them a drink or something.
Patient has completed their intake form,
but the doctor is not ready to see them yet...
what do you do?
I cannot tell you how many clinics I have gone to where the consult sits in uncomfortable silence when waiting to be seen by the doctor. Why not take that opportunity to educate your consult and pump them up about starting care at your clinic.
One thing that ALL chiropractic clinics should have is a Reception room DVD (which Promodocs.com has nearly completed - our Promodocs.com DVD offers what no other company provides AND you'll be amazed at how inexpensive it is!).
Also, have your receptionist talk to your consult. People love to talk about their aches and pains and how it has impacted their lives. This is a perfect opportunity for your staff to boast about how good your are at treating conditions just like theirs and if there is a previous patient that had the same condition and had excellent results, have your receptionist talk about that previous patient.
Better yet... if you have a patient in your receptionist room whom you have a great rapport with and likes to talk, introduce the two! There is no more powerful selling point then a face to face testimonial! This conversation alone, will convert your consult to an new patient!!! We did it all the time and it was almost effortless to have consults sign up for care!
When it is time for you to see your consult, you can do one of 2 things...
- You can come down to the front and greet your patient (which I personally never did - I'll tell you why in a sec)
- Have your receptionist walk your patient down to your office.
I agree with this to a certain degree. Point A... don't do it because an M.D. doesn't do it! As much as you may not want to believe this, majority of people prefer and are used to the "medical" atmosphere. I had one of the most (if not the most successful clinic in the country and we had somewhat of a medical like style - we didn't pretend we were M.D., but we had somewhat of a medical approach in our clinic. But I will talk about this in another blog).
I, personally, never made a point of going to the reception room. In fact, over the 10 years of practice, I may have stepped foot in the reception room twice!
Why? For two reasons:
- Doctors that hang out at the front are not busy doctors.
- I like to be with my patients in the treatment room so that my consults can sit around my office to look at all my degrees, media interview pics, letters from my patients, etc. Plus, when you make them wait in your office, it will increase their likelihood of looking through your "Welcome Gift" and "Consult Handout" that was given to them and getting them excited excited about care.
Well that's it for now! I hope that this blog has helped you and will make your clinic that much more successful!!!
For more blog updates and other power packed marketing tips, join our Promodocs Facebook FanPage!
For great chiropractic posters that will get noticed and will drive your clinic upwards go to http://www.promodocs.com - all posters are ONLY $29.50ea and check out our FREE shipping offer!
Thursday, 22 September 2011
Chiropractic Marketing - Maximizing Your Reception Room
Is all your chiropractic marketing drawing in patients, but your patients are just not undergoing care?
Promodocs.com is going to help you build your clinic by super charging each facet of your chiropractic office so that it is fully optimized to increase your rate of consult conversion!
First thing that has to be done, especially if you have been in practice for a long time (in the same office), you have grab a stranger off the street or a friend who has not been in your office and have them give you their first impression of your office.
Why a stranger or someone that has not been to your chiro office? Because they will see things that you don't! You are so used to seeing your clinic that you will not notice that it is looking untidy, dusty, out of date, boring, etc. And I'll tell you right now... your reception is your first impression, if it looks like crap... your consults will put up their defenses, have a negative opinion of you and it'll be a lot harder to close them!
Clutter... too many chiropractic reception rooms have FAR too much clutter. Whether that be patient files/ fax sheet/ photocopied documents lying all over the place, stock (i.e. supplement/ vitamins, orthotics, etc.) unsymetrically stacked, dust build up, plants brown and over grown, old faded painting and chiropractic posters, etc. Nothing is worse and gives the impression of the doctor being sloppy and incompetent as a messy office. Clean it up! Think minimalistically! Like the standard rule for backpackers heading to Europe, pack your backpack with what you need and remove 50% of it!
Promodocs.com is going to help you build your clinic by super charging each facet of your chiropractic office so that it is fully optimized to increase your rate of consult conversion!
Today's blog we'll talk about how to maximize your chiropractic office reception room.
First thing that has to be done, especially if you have been in practice for a long time (in the same office), you have grab a stranger off the street or a friend who has not been in your office and have them give you their first impression of your office.
Why a stranger or someone that has not been to your chiro office? Because they will see things that you don't! You are so used to seeing your clinic that you will not notice that it is looking untidy, dusty, out of date, boring, etc. And I'll tell you right now... your reception is your first impression, if it looks like crap... your consults will put up their defenses, have a negative opinion of you and it'll be a lot harder to close them!
So if you're spending all this money on marketing your chiropractic office, you're throwing money away because you are losing patients!
The good news... it's so easy to change!
We won't have time to go over everything in this blog, but you can find a lot of our concepts on our Promodocs Facebook Fan Page.
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| Maximized Chiropractic Clinic |
Walls... an easy way to modernize and give your clinic a classy upscale look (which is a must in chiropractic clinic in major cities) is to use earth tones. Don't use bright colours (e.g. pink and yellow - believe me... I've seen clinics who have painted their walls bright pink and that has caused patients to drop out of care like flies because it was just too harsh on their eyes).
In addition, if you are using old 1980 or '90's chiropractic posters that look out dated, it's time for a change. Just like you'd hang a nice picture/painting in your house to add to the aesthetics and to get notice, your chiropractic posters should do the same for your clinic! Here is a bit of a shameless plug on our part, but our chiropractic posters are specifically designed to aid in not only increasing the aesthetics of your office, but are Power Poster for getting noticed and educating your patients! (http://www.promodocs.com)
Lights... every clinic that you go to, whether it be a chiro, physio, M.D. they all blast their patients with those 4-tube florescent bulb ceiling fixtures. Why not create a more relaxed and calmer atmosphere but removing 2 of the 4 bulbs. It will not only create a better look for your clinic, but it will get rid of that Health Care Office feel. Yes, I know your chiropractic office is a wellness/health care clinic, but you don't have to make it feel like a sterile industrial cold office. Well, that may be a bit of an aggageration, but trust me one this, by doing this simple change, it will greatly improve the look and feel of your office.
To take it a step further and to create a more upper scale look, add wall sconces!
Clutter... too many chiropractic reception rooms have FAR too much clutter. Whether that be patient files/ fax sheet/ photocopied documents lying all over the place, stock (i.e. supplement/ vitamins, orthotics, etc.) unsymetrically stacked, dust build up, plants brown and over grown, old faded painting and chiropractic posters, etc. Nothing is worse and gives the impression of the doctor being sloppy and incompetent as a messy office. Clean it up! Think minimalistically! Like the standard rule for backpackers heading to Europe, pack your backpack with what you need and remove 50% of it!Scents... As you probably know, scents play a massive role in human behavior and emotions. How does your office smell? Does it smell fresh? Clean? Warm? Dank? Mildewy? Dirty? Well, truth of the matter is, you don't know. You have become so used to the smell that you no longer can determine what your office smells like. Just ask a family that cooks with a lot of spices. When you walk into their house you certainly can smell it, but the residence smell nothing.
Want a clean and fresh smelling clinic? Try scenting your chiropractic office with lemon. Want a warm, cozy scent that motivates people to buy? Use the scents that stores at Christmas time blast throughout their stores.. apples and cinnamon, cloves, etc.
That's it for now, but come back for our next blog post as we'll talk more about your reception decor and take your ordinary or good receptionist and transform her/him into a super charged consult converter!!
For more tips on how to make your reception a power consult converter, please visit our Promodocs Facebook Fan Page!
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