Tip # 22

As you know, educating patients is the easiest, simplest and most cost effective way to create a new patient referral funnel. If you are someone who is comfortable talking, then do what I do and everyday you will bet referrals from existing patients, who are your best source. They already know you, they like you and you have helped them. By educating them you turn them into referral giants. What I do is once I step foot in my office, I never stop talking, my mouth starts going a mile a minute and it never stops. Let's face it, most people are not going to just refer - it happens but most need education, prodding, reminder, ask, ask, ask, - education prodding, reminder, ask, ask, ask .....

Tip # 22 - Use everything at your disposal to educate

One of the greatest things about open room adjusting is that I get to educate lots of patients at the same time. Basically every moment I am adjusting or my wife is adjusting or we are adjusting together we are putting on a show. We are actors and in this type of setup, our patients are not only the audience but also become active participants.As Jimmy Durante said "everybody want to get into the act." Use that to your advantage and make your patients actors in your play. Make them movie stars in your screen show. Involve them and they will want to be involved.

Here is a simple way to get your patients involved:

Just yesterday I set-up a dedicated computer system in the "hot-seat" area. In our adjusting area we have three adjusting tables and ten seats which are separated only by a half wall. Up until yesterday our patients were educated only by a never ending parade of videos and posters and handouts and talk. Yesterday they got introduced to the great videos we are blessed to receive on a daily basis by our friends on FB. Yesterday morning I saw a very funny video as to why kids need chiropractic. It was sort of a montage of kids from Americas Funniest Videos.

Now some may have only seen the funny - but I saw the potential so I set up a touch screen monitor in the hot-seat area and as patients came in I would walk around and press the start button and tell them - this is why kids need chiropractic. Everyone would laugh hysterically (a great thing to have in the office) and at the end I would ask them if they got it. Whether they did or they didn't I would then get on my soap box and explain how childhood falls, led to subluxation if left undetected and uncorrected would lead to health problems - if not immediately, certainly int he future and then they would wonder where they came from. Everyone got it! Then came the close. Has your child or grandchild ever fallen down or been hit in the head with a soccer ball or slipped on the ice .....? Of course they have - Every child has! Then I would ask if they were going to let their go through life subluxated and suddenly everyone was making appointments for their kids to get checked. They did get it!

Now we are good at getting referrals but suddenly we were on to something. By the afternoon the computer screen had little tic messages hanging off of it people were getting it. New patients were being booked and it did not cost us a dime. We just used what we had.

What is in your office right now that you could use to create referrals. To get your patients involved - involve them in every way possible. Utilize all of their senses. Hand them something, tell them something and show them something. Have fun with them! Use what you already have at your disposal. A computer is cheap and is a great investment. Many people get bored by watching and listening to the clinical end but they never tire of funny.

There are opportunities everywhere - see them - use them - share them.

Here is a link to the video: http://www.facebook.com/drcagen?v=feed&story_fbid=371436377859

Tip # 22 - Use everything at your disposal to educate

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Dr. Steve will be speaking at Sherman College Lyceum on May 22nd. I hope to see you there.
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