Make the most of your table talk
By Timothy Gay, DC

Do you or your staff typically greet your patients with, “Hi, Mary. How are you feeling today?” It’s a simple question, asked out of courtesy and concern. It may get the patient to talk about symptoms; or, it may lead to small talk.

Neither of these is the best way to initiate and direct a conversation with your patients.

You have limited time with your patients. If you are not educating your patients and discussing their health problems, then you are not inspiring or motivating them to return for future or long-term care.

It is your responsibility to focus your patients on the adjustment. Here are some tips that can help you make the most out of your table talk:

• Set expectations. After you acknowledge your patient with a pleasantry, immediately tell her what to expect from the adjustment, such as: “Mary, it is great seeing you today. Before you get on the table for me to check your spine, I want you to focus on the adjustment with me.”

Talk to the patient about her previous adjustment: “Tell me how you responded to the last adjustment. Did you have more mobility? Did you experience less soreness or muscle tension? Over all, do you feel as though you are functioning at a higher level?”

Talk to your patient about cooperating during the adjustment. “I want you to relax and work with me during this adjustment. Not only will we get a much better response, but the adjustment will help you get a better result.”

• Describe the state of the spine. When the patient gets on the table and you begin examining the spine, inform him about his spinal condition and whether he is improving.

Both you and the patient should be focused on the outcome or result of the adjustment. This should be a very serious bonding and relationship-building experience. It establishes your competency with the patient and focuses on the seriousness of the patient’s condition.

When you focus on the patient’s condition and in turn have the patient focusing on the adjustment, the patient’s confidence in telling others about you rises dramatically.

• Relate the adjustment to overall health. Discuss how adjustment of the spine affects the patient’s health. Give direction to her about what she can do to optimize the effect of the adjustment.

• Ask for referrals. This is a great time to ask your patient for referrals; however, he probably will not refer anyone if he is not excited about the result, the doctor, the staff, and the facility. Internal referrals are always easier to acquire with satisfied patients than going outside for potential patients.

• Reinforce future appointments. Finally, at the end of the appointment, remind the patient of the treatment plan: “Our treatment plan calls for me to see you again next week. Do the exercises I told you about, watch your posture, and I’ll see you next week.”

Focusing your patients on themselves and helping them to take a moment and center on the adjustment with you can result in much more than a simple adjustment. It’s just a matter of adjusting your own table talk.

Timothy Gay, DC, is the founder and director of Ultimate Practice Systems, a chiropractic consulting and management company. He has authored several books, as well as numerous CD and video products for the chiropractic profession. He can be reached at 866-797-8366, by e-mail at ultimatepractice@sbcglobal.net, or through his Web site, www.ultimatepracticesystems.com.