PATIENT POINTERS

Put your name on ice

A chiropractor in Melbourne, Australia, gives his patients a long-life gel ice pack that has his name, address, and phone number printed on it.

The chiropractor purchases the cold packs wholesale for about $5 per pack and increases his initial consultation and examination fee by the same amount to recover the cost. He instructs his patients to keep the cold pack in the freezer so it’s always ready for:

• Acute back pain;
• Sprains and strains of spinal joints;
• Burns;
• Insect bites;
• Headaches;
• Fevers;
• Bumps and bruises; or
• Any muscle, soft tissue or joint injuries.

The added bonus to this gift is that doctor’s name, phone number and address are visible and can be accessed immediately when most needed.

— John Hinwood DC, Powerful-Practices,
www.powerful-practices.com

Tell them your story

It’s true. People buy the messenger before they buy the message. That’s why keeping too much of a professional distance can be counterproductive to building rapport and truly connecting with a new patient.

Use the first visit to listen to the patient’s story. Find out why he thinks chiropractic care can help. Why does she think the problem hasn’t resolved itself? What does he consider true health?

Then, reserve the beginning of the report visit to tell your story.

Tell your patient:

• How you got into chiropractic;
• Your own early misgivings about beginning chiropractic care;
• The most rewarding aspect of being a chiropractor;
• How you and your family have benefited from a chiropractic lifestyle;
• Why you continue to have adjustments on a nonsymptomatic basis.

Keep it short, intimate, genuine, and authentic. It will make the rest of your report more powerful, meaningful, and effective.

—William D. Esteb, Patient Media, Inc.,
www.patientmedia.com

Listen

Slow down and really listen to your patients. You'll develop a deeper connection that will yield better compliance, better results, and increased referrals.

— Len Schwartz, DC, ChiroPractice Marketing Solutions
www.chiropracticemarketingsolutions.com