Gain traction from preparing a world-class report of findings.
Would you like to convert more new patients, regardless whether you take their insurance or not, handling every single objection they may have to starting care? Would you like to have all your new patients give you the names of others who seek your care, get their entire family under care, and commit to taking personal responsibility for their own health? If the answer is yes, a solution is at hand.
Because you can gain momentum in your practice again, eliminate any objections a person has to starting care, create an avalanche of new lifetime patients, and increase your service and income.
You do this through getting your new prospects to understand the need for chiropractic care for themselves and their families, so they have the knowledge to refer and tell everyone they know.
The best part is that you can do all of this while working considerably less than you are right now. And it can be done within days or weeks.
In school you learn that a report of findings (ROF) should answer such questions as “what’s wrong,” “can you help,” “how much will it cost,” and “how long will it take.” But that model was taught to you because it’s fast and easy to teach, not because it’s the most effective or efficient.
Steps toward success
Whether or not you are doing an individual or group ROF, here are some key tips and technology that will improve your rates of patient conversion and retention.
Put yourself in a powerful, magnetic and certain state
Patients are buying “you,” the doctor. Can they trust you with their health? Are you a thought leader in their circles? Are you certain and confident in what you do? This is all an unspoken conversation that affects many doctors. Manage your energy, your own self-talk, and you can manage the entire room. Reconnect to the reason you are a chiropractor, bring that power and passion into the room, and watch what happens.
Get to objections before they do
Whether the issue is time, money, “I’ve got to think about it,” or “I have to talk to my spouse,” address every objection in your ROF.
Use real-life examples and stories of people who had those same objections and procrastinated with getting back their good health. Using examples and having the patient answer questions about their choices will lead them to making the logical and proper decision for their long-term health.
Don’t leave any elephants in the room; address them all. By the time a patient has an objection, it’s too late as it becomes a “convincing” contest, where you are trying to win and that takes the responsibility of health away from the patient (where it belongs).
Focus on your differences, not your things in common
Show them how you are different from other healthcare providers who may have failed them in the past. Your philosophy of addressing causes not symptoms, what health truly is, your technique, your story, your testimonies, your office, and why you do things different than an allopathic medical doctor. Your strength lies in what you do differently.
Know the patient’s goals
People buy what they want, not what they need. Everyone knows they should make better lifestyle decisions, but they often don’t do it because they don’t want to take the required steps.
You can change this buy asking them to write down their top goals in life and then attach your ROF and their health objectives to those goals. This impels them to connect their health to their highest values and the things they really want.
Give the power back to the patient
As a chiropractor, you need to “thought lead” each patient to take full power and responsibly over his or her health. If they are not in control over their health, by default they are giving it to somebody or something else. If health is their greatest asset, they have to be completely in control of it.
This is empowering to patients, and puts you in the position of being the doctor who leads them to the health they deserve. Lay out your recommendations and requirements, and communicate them to your patients, and ask them commit for themselves, so they can reach the goals and life they want.
Chris Zaino, DC, is a thought leader, author, and internationally acclaimed speaker who has spread the chiropractic message to patients and chiropractors globally for over 10 years. Zaino has created powerful practice building and educational materials to help other doctors and their patients achieve the health of their dreams. He can be contacted at drczaino@aol.com.
