You're probably reading
this article to determine the best strategies for your practice to grow¦
do you think there is only one answer or one way of doing things?
used to be so easier to do consulting. A client or member would ask a
question, like, "how do I do a consultation" or, "what information
should I include in my Report of Findings?" There was one strategy, one
way of doing things, so do it this way and the members did!
Guess what? Twenty percent of the members received terrific results,
sixty percent received OK results, and twenty percent received not so OK
results. Did the strategy work? Depends on who you asked!
the greater majority of the clients, you can make the argument that the
strategy worked since some type of improvement was displayed in their
practices that resulted in something to make the client happier¦i.e.
more patients, better compliance, more money, or even more
However, times have changed, people have
changed and there is a shift that has taken place in Chiropractic and in
the world. People are no longer just doing things because someone said
to¦people will do the things that align with their values and goals!
So, let's start with the answer to the question, "What are the most
-Successful Office Strategies?" The answer is, "the ones that align
with your values and goals!"
Let's create some contrast
to bring this comment into focus! Do you believe that the strategies,
communication, materials, ambiance and attitude toward Chiropractic is
exactly the same for the practitioner whose goal is to remove pain and
dismiss the patient vs. a subluxation or wellness based practitioner?
Neither is correct or incorrect¦each serve patients in their own unique
way and neither is to be judged or criticized¦however, the
consciousness, the forms, the procedures and strategies will be
completely different¦this begs the question, "Which strategy is right
for you?" The answer is, "What is your major focus and purpose for your
practice and what are you currently doing that are aligning with that
purpose vs. taking you further away?"
One of the most
important office strategies that you can develop is the consultation!
First impressions, although always not correct, are the ones that tend
to last! Here are three different consultations¦ choose the one that
most aligns for you:
Hi Mr. /Mrs. Patient| Great to see
you today. What seems to be the problem?" or, "How can I help you?" How
long have you been suffering with this problem?" What seems to make it
better/worse?" Is the pain better or worse during the day/night?" "Is
there any radiation of the pain?" "Do you feel better/worse lying down,
sitting or standing?" Okay, the purpose of today is to see if we can
help you" ¦or, in other words, to see if you are a Chiropractic case. if
you are, we'll tell you, and if you're not I'll tell you that too.
Anyway, you get the picture! Question: if you were
the patient, what is the focus of this practice (intentionally, or even,
unintentionally)? It's to remove pain! Is it any wonder that the
greater majority of patients will identify this office as someone who
can help them with their condition? Plenty of Chiropractic offices offer
a similar consultation and attract dozens of new patients into their
offices and are quite pleased with this office strategy, but some are
For those practitioners that want to get a more "subluxation-based" approach, you still may want to address some of the
PQRST questions and add some additional information to shift
perspective! For example: Mr. /Mrs. Patient: tell me again, how long have
you been suffering with this problem?" "Why don't you think your body
has been able to heal itself over this amount of time?" "Were you aware
that your body is self-healing and self-regulating?" "What system of the
body is responsible for all this?"
Regardless of the
patient's response, the answer is always the spine and nervous
system, and you can quote right out of Grey's anatomy! The purpose of
the spine and nervous system is to control and coordinate every single
system, organ and tissue in the body, so, if something were interfering
with your nervous system, or, something was interfering with your body's
ability to heal itself, would you be healthier, or sicker? The answer is
easy, sicker! Then make an emphatic statement. Chiropractors remove nerve interference!
the object of today is to see if nerve interference is contributing to
your problem and whether Chiropractic can help you. We're also going to
determine whether that interference has caused any changes or damage to
the surrounding structures of your nervous system known as your
spine! We will also find out where those changes and damage might be, as
well as, how MUCH change or damage there might be? Do you have any
Notice the shift that this consultation has
provided: you've gone from a completely pain-based model to now
associating the implication of the spine and nervous system into the
Remember, regardless how you choose to
practice, make sure your office strategies align with you purpose,
vision and mission: you'll be happier, more congruent, and get better
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