Did you know your clients are not ultimately motivated by pain? This is usually the case initially but when the pain goes, what happens next? They leave!
Want to know how to keep your patients engaged beyond pain right from the outset?
- Lead don’t push
- Turn up
- Do what you say you’re going to do
- Let go
- Show them what they need.
Lead don’t push:
You know that feeling. The patient has one foot out the door and you’re breaking a sweat chasing them. On average around 40% of your patients will stay beyond pain. The rest are gone, irrespective of how good you or your practice is. That’s a fact. So if you’re getting this feeling, don’t push. You’re only job is to ‘lead’ and ‘inspire’. Be the beacon or optimal health and wellbeing. Stand for what you believe in and don’t be swayed. You will attract the 40%, this is the universal law of attraction.
I know you turn up to your shifts and to see your patients but are you really present. Turning up is much more than your physical presence. Try meditating for 10 minutes prior to each shift; focus on welcoming new and old patients, on filling your day. You’ll be surprised at the results.
Do what you say you’re going to do:
Nothing is more irritating than having someone promise they will do something then not follow thru. Furthermore, nothing creates a more of vote of NO-CONFIDENCE with your colleagues. Create a reminder system where you can follow up on EVERYTHING, and I mean everything: Phone calls, information, a referral, a report, a check in… It’s the attention to detail here that will blow your practice wide open.
Don’t take it personally. If a patient drops out it’s unlikely to be your fault. People in general, don’t want to tell you the real reason, which is usually time and/or $. You only want to spend your time with those turning up. That’s where your energy needs to be. Let the rest go. I like to say this affirmation, ‘I choose to let it go’ whilst using tapping or EFT. You can google more on that or visit this link at our practice to find out more.
Show them what they need:
Last but not least, don’t be afraid to show your clients what they need. It is not up to you to judge what they can or cannot afford. You’re only duty of care is to show them what they need, e.g. a cream, a supplement, a referral etc. You’ve done your job then it’s up to them.
So next time you’re in your practice try these techniques and tips and see the difference in your appointment book.
About the Author:
Dr. Andrew Arnold (Chiropractor) is the ‘Practice Leverage Expert’; Principal Chiropractor and owner, Cranbourne Family Chiropractic and Wellness Centre; Business Consultant; Founder, Million Dollar Wellness Practice. Andrew is married to Dr. Linda Wilson, the Stress Specialist and has two children, Isaac and Bella. He lives in Melbourne, Australia.