(an article by Phyllis Frase)<\/p>\n
Do you remember the movie Willy Wonka and the Chocolate Factory? One of the characters named Veruca in the story wanted the goose that laid the Chocolate Golden Eggs. She demanded that her dad get her the goose that laid those eggs. She was a spoiled brat. Keep in mind she didn\u2019t want to care, nurture and train that goose to lay those golden eggs. She just wanted the end product which was the chocolate golden eggs. She disobeyed Willy Wonka. Veruca and her dad are rejected as \u201cbad eggs\u201d and sent plummeting down a garbage chute in the golden egg sorting room. If Veruca had just stayed the course, in the end, she would have had all the golden eggs she could have wanted or needed.<\/p>\n
What does this have to do with your practice? <\/strong> Let\u2019s look at your average new patient. Typically, the average chiropractor is blessed to receive 8-10 new patients a month, without really doing anything out of the ordinary such as\u00a0 yellow pages, internal referrals and other marketing efforts. If we really care, nurture and train those 8 to 10 geese to lay their golden eggs in your practice (which would be their friends and family), you typically could double your new patients or golden eggs without a lot of effort.\u00a0 These eggs are warm and ready to produce beautiful geese that will produce over and over given the right environment.<\/p>\n So how do you get production or referrals from your existing patients? You have to feed them every day. Set the referral seeds within your practice. Within the first 30 days of a patient starting care is when they are most enthusiastic about their chiropractic care. Set procedures to create the referral to happen. These procedures seem old and worn out and most of the time we forget to ask the patients for these things because we have gotten beaten up or is not worth the effort anymore.\u00a0 They do become worn out if the practices are not doing the procedures each and every time with each patient and having the staff follow through when the doctors have forgotten to review this on the first and second visit. Calling the new patients after the first adjustment is a referral stimulator. Those few things we all know and we tend to let them slide by as the opportunities for our golden eggs slip through our hands.<\/p>\n Here are a few referral opportunities that you can start right away in your practice and get good results from practicing them every day. Will you get the golden egg every time as the goose lays an egg, not all the time but if we care, nurture and train that goose, we will get more golden eggs than bad eggs.<\/p>\n Non promotional and promotional referral opportunities<\/strong> PAUSE LET THEM TALK FIRST<\/strong><\/p>\n It is my mission to check as many spines as possible so that people can be a healthy as possible. —<\/p>\n (an article by Phyllis Frase) Do you remember the movie Willy Wonka and the Chocolate Factory? One of the characters named Veruca in the story wanted the goose that laid the Chocolate Golden Eggs. She demanded that her dad get … Continue reading
\nEvery day you have geese (patients) that want to lay golden eggs in your practice .\u00a0 We just don\u2019t look at their signals to help those eggs to be laid.\u00a0 If you haven\u2019t figured out what the \u201cgolden\u201d eggs are, it is your internal referrals from your existing patients. We believe that if we have patients that they should automatically refer their friends and family to us. We are a little like Veruca that just wants the end product which in our case would be lots of new patients. Some patients do refer and most do not. It\u2019s not that they don\u2019t want too; it\u2019s just that they are not cared, nurtured or trained to refer their friends and family to you.<\/p>\n
\nIn the first visit.\u00a0 Invite the spouse to the report of findings. Make sure the staff follows through with this as well by giving a spouse pass to the report of findings. Will all of them come no, will a lot of them come, yes if you ask and it happens every time. If the patient doesn\u2019t bring a significant other to the report of findings make sure it is noted in the report of findings and tell them they have another opportunity to learn about your care at our foundations, WOW or new patient orientation workshop.\u00a0 Yes, patients do come to those workshops and that is another article all by itself.<\/p>\n
\nHave the referral talk with specific people.
\nCan I talk to you a moment?
\nSit next to the patient.
\nHave you been getting good results with your chiropractic care? Great
\nDo you enjoy coming here? Great
\nCan I ask you a question?
\nWhy haven\u2019t you given me the opportunity to check\/scan your family?<\/p>\n
\nI want to give you this coupon.\u00a0 Bring in cans of food and I will waive the $25.00. (Let the patient see you mark through the price or whatever monetary cost you have associated to the coupon) Let me check their spines.\u00a0 There is no obligation for them to start care.
\nSports- Are your kids playing sports?\u00a0 Really?\u00a0 Did you know that chiropractic increases reaction time and reduces injuries?\u00a0 The athletes that are under care usually perform better.<\/p>\n\n
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