Health Care Class (Part 1)
Posted on 9/9/2011 by Alan Rousso
Categories: New Patients Communication Skills Procedures Marketing

Do you want great new patients in your practice? Of course you do! How many times have you heard that one of the best ways to help more people is by educating the ones you've got by doing a health care class and create more great new patients at the same time! Some of you inheritanty know this while others are scoffing with an internal dialogue that is saying, "I tried doing health care classes, but no one wants to come." 

Please know that nothing works unless you work it! It's not what you do, it's how you do it! Let's first review your mind set.  Is this something you want to do, have to do, or love to do? Notice the words that you select as you think about doing your health care class.  Is it inconvenient or a priviledge?  The attitude that you come with will dictate the tone, pace, words and attitude that you approach the patient with. 

For todays's blog, we will focus on having the majority of your patients attend the health care class, while in the 2nd part, we will review a closing procedure that will ensure great results for both you and your patients!

Patients will almost do anything when they first come to your office.  This is because most are in pain and will do just about anything to remove it.  Please feel free to utilize any portion of the following closing at your report of findings to have your patients attend your health care class, otherwise known as your special consultation.

"Lastly Mr./Mrs. Patient, we have a Special Consultation on Tuesday evenings at 7:00PM.  All new patients are requested to attend (no one likes the word mandatory ... do you?) The reason we make this request is because we have found that when patients attend our special consultation they get better results, in the shortest period of time and at the least amount of cost.  Do you want that?

Of course, most will respond yes.  Others will say, "I can't come."  Your response is "No problem, however I do want you to know that from experience, it has been shown that when patients do not attend the Special Consultation, they are usually here a little longer, don't get quite the same results and end up spending more money.  Is that okay with you? Most patients will say no and ask about your next one! No kidding!!!

"Also Mr./Mrs. Patient, part of the Special Consultation is a workshop, so you can either bring a partner with you or someone will be assigned to you.  Which would you prefer? Again, most patients will bring a partner because the majority of patients do not want to work with a stranger.  The workshop portion of your presentation can be a posture screening that you direct, or any interactive procedure to get your patients out of their chairs and into action to understand how structure and function work together!

You've now not only insured a better patient understanding of what you do, but you've also increased the opportunity to serve more patients because an understanding of what you really do is now much more clear.  Isn't that what you want?

Next week ... Closing your Special Consultation!

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