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June 2008

Instilling change in patients requires us to be fully present

We consist of four things: Our mental self, our emotional self, our spiritual self, and our physical self. To make a change, to shift a belief, or to touch a life, we must connect with all four aspects of a patient. 

Simply throwing facts and statistics at a patient is not going to motivate them to change a behavior - no matter how harmful that behavior is, or how beneficial making the change will be. Showing patients an x-ray alone or discussing why their energy is not flowing optimally will most likely not change a behavior, at least for the long-term.

To change a patient's harmful behavior the practitioner must connect with the patient on all four levels; mental, emotional, spiritual, physical.

Many of us may share an x-ray with a patient and show them how their subluxation (or whatever applies to your practice) is blocking the flow of energy - causing the physical experiences they are having. Showing the patient the x-ray is fine, but you must take that to the next level. Explain to them how this blockage is what's causing them to miss out on baseball games with their kids or preventing them from fully enjoying their work or missing out on opportunities in life.

As practitioners, the x-ray may make a strong connection for us simply because of who we are - it doesn't necessarily cause a connection with the majority of our patients. You have to take that a step further and connect with them on another level.

There are several ways you can do this:

Tell them verbally
Have them touch and

feel something such as an anatomical model. Use metaphors and dramatizations to actively involve the client.
Provide them with handouts or written materials explaining their condition so they can digest the information at a later time and possibly research the information online later.
Have them move if they are experiencing physical symptoms. If they have a hard time standing on one leg because of lower back pain, have them stand on one leg so they experience the pain again. The pain reinforces the message you are giving them.
Have them repeat specific messages you want them to walk away with. THEY have to say it, not just listen to you.
Finally, for you to be present in all four quadrants I recommend you empty yourself before you do a treatment to allow spirit to work through you. Empty yourself so your beliefs and problems are not in the way - allowing you to fully serve.

If you experience problems with patients coming in for an appointment or two and then not coming back, it may be because you are not connecting with them on all four levels. Try incorporating these techniques and see what a difference they make.

Founder of A Marketing Connection and The Copywriting Institute, Kelly Robbins, MA, is an award winning copywriter and healthcare marketing coach/consultant. She also publishes The Healthcare Marketing Connection, a free e-zine on healthcare marketing tips. Contact Kelly to receive her free report, "5 Critical Mistakes Healthcare Marketers Make that Lose Sales and Plummet Profits" at www.AMarketingConnection.com or 303-460-0285.

 

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