The Chiropractor and The Needy

The Chiropractor and The Needy

August 9th, 2010 // 9:00 am @ Dr. Todd Osborne // One Comment

Today I will give you a tip that you can incorporate into any and all of your patient procedures and interactions. It is simple, yet was difficult for me to correct and it is amazingly effective in your patient management efforts and ultimately in your chiropractic patient compliance. Basically in all of your patient communication utilize what they need rather than what you want. You have to “sell” what you want, but a patient will want to buy what they “need”.

Here are some examples of the errors I was making communicating with patients. “I want to get some x-rays of your spine, I want you to use ice on this…., I want to see you again on Monday”. It really comes down to the fact that it has nothing to do with what I (or you) want, it is about what the patient needs. See if it sounds better this way, “You need to get some x-rays of your spine, you need to use ice on this…., you need to be here on Monday.

Yes I understand that you as a chiropractor want the patient to get well, you want to do the procedures that are needed for them to get well, you want to be successful in your chiropractic business, you want to make and income in your business, but this is not the way to communicate with patients. The new patient comes to the chiropractic office with a need, the ultimate driving force that gets them to walk through your door. The theme should be “their need”, don’t flip it over to your wants.

If it come right down to my wants, then I want every patient to get adjusted one time, I want them to hold that adjustment, I want them to send in everyone they know, and I want everyone to pay $10,000 cash for each adjustment. No, it is about what the patient needs. I must base my care, recommendations, procedures on what the patient needs.

If you will base everything on patient needs and communicate in that manner, it will make a difference in your patient compliance and chiropractic practice success.

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