This one is hard to swallow, especially as an “on fire” principled doc.
The sooner you talk about chiropractic (or yourself), the less money you will make.
“But Dr. Anthony… I’m here to tell the story! And my patients love that!”
Listen, I get it. And I’ve done it all.
An office tour all about how awesome chiropractic is, and how awesome we are. I literally used to take a minute to tell them about the history of chiropractic before I ever asked them one question about themselves. Yuck.
A 45+ minute “doctor’s report” BEFORE going over their exact findings. What the actual F.
And just like you, I can dial up the charisma and get people to say yes as long as it’s convenient (we almost always handled the financial and frequency convos).
But that’s not going to position you as premium.
What will? Asking about them.
Everything in your first interactions should be about them. Not you.
- What brought them in?
- How does that make them feel?
- What can they NOT do because of this issue?
- What would they LIKE to be able to do?
Think of the consult as cracking them open BEFORE you present chiropractic care as the solution.
You don’t want someone who gets adjusted once or twice because some influencer said it was cool. You want someone who commits to care because of what it brings to their life. And happily pays for it.
So today, audit your process:
How far into their first visit do you talk about you?
How far can you push that back?
How can you make it more about them?
Dr. Anthony