Quick tips

The power of touch-base calls

Call clients who have not been to the office for several months. It is amazing how excited clients are when their doctor gives them a personal call just to see how they are getting along. At first you may feel uncomfortable or that it could make you look desperate. Overcome this, and you will realize the positive energy and gratitude these calls will bring you. Our research has shown that doctors get only one negative response in 106 persons they contact.

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

Good ‘vibes’

Be good to your staff. A happy staff is reflected in the way they act toward your patients.

— Wellington Quan, Prince of Peace Enterprises, Inc.
www.popus.com

Treat sudden flare-ups lightly

Rather than making all of your regular patients wait while you treat a surprise “flare-up” patient, consider treating the flare-up patient lightly (but only if it is safe to do so). Reschedule “flare up” for a more complete examination the next day.

Tell him, “John, I am going to lightly adjust your neck to get some good healing started. Put ice on this twice tonight. I’d like you to return tomorrow at 10:45 so I can take a closer look at you. I am not expecting it, but please call me at home if there is further flare-up.”

— Stephen Tranter, DC, Integrity Management
www.integritymanagement.com

A tangible reward

Reward your current and new patients with promotional items for their referrals (for example, a bottle of supplements). This will increase loyalty from existing patients and help your new ones feel as if they are getting a value without discounting your services. And the give-away can lead to product sales.

— Ed Thomas, Remington Health Products, LLC
www.drinkablespro.com

It all comes down to value

Have you lost a patient recently to another chiropractor down the road because you didn’t take his insurance? It's not about that or the money! It all comes down to value. If these patients thought you were different, better, offered something that no other DC offered, and/or had a special technique or way of practicing — they would pay you whatever you charged regardless of insurance coverage. You have to communicate your unique value to your patients. The best way to do that is by differentiating yourself in your service. Tell them why you are unique and what makes you different. Put this in your New Patient Welcome Packet and leave clues all over your office.

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