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The practice building, life enhancing, staff empowering, Tip of the Week! by Dr. Len Schwartz
"Referral by Association" Conversation There is a referral strategy (that does not involve asking for a referral) that I call the "Referral by Association" conversation. It works like this - When communicating the how, why, where, when, etc. of chiropractic care to a new or existing patient, I have always found that sharing success stories and/or why you adjust other people (children, teenagers, adults, etc.) with a health problem similar to their own, always nurtures further conversation about someone they know that I can help. Here’s an example. One day I had a new patient that had subluxations in the mid thoracic spine. I showed her the autonomic nervous system chart and showed her the nerves that control the stomach and GI system. She then proceeded to tell me about all of her stomach problems, reflux, etc. After hearing her symptoms, I told her a short story of how a 3 week old baby came in to get adjusted (I love the initial shock) for a similar gastric reflux problem...and how after a few adjustments the baby no longer needed drugs. Then I explained how a clear nervous system improves overall health and function, etc. That conversation somehow led to her friend’s son who has ear infections. The rest is history - her friend and her son (no more ear infections by the way) are now patients. It’s simple, easy and VERY rewarding. By sharing success stories you establish credibility. You also enable your patients to open up to you about who they know with specific health problems. Can you imagine all of the potential referrals? People want what we have - they just don’t know it. Unless you take an active approach to educating your patients on a daily basis, they are never going to fully appreciate what chiropractic can do for their health and well being. Make the commitment to doing whatever you can to educate as many people in your lifetime about the benefits of getting adjusted. Go For It! As Always be Courageous, Contagious, AND Outrageous. For
the Love of Chiropractic,
www.chiropracticemarketingsolutions.com Want more new patients? "Since
January we've attracted just under 100 new patients, and we've increased
100 patient visits each month and added $25,000 per month in profit
since January. I was also on the cover of Chiropractic Products this
month!!! These people are great to work with. Should you ever have any
questions -- they ARE right there for you. If you have any questions,
you can call me anytime. “I
just want to tell you how much I appreciate that you - as an entire
company - are doing everything you say you are going to do. It is inspiring
to see the way you do business. I thank you for the follow up, quality
control, coaching, support, accountability, and new patients. Thank
You!” Over the
years I have tried a variety of marketing methods, with varying degrees
of success. The APB program is by far the best approach available. Dr.
Len and Chet Holmes truly understand the value of an integrated and
consistent approach to generating new patients and have created a comprehensive
system to do that while raising your name and stature within the community.
In addition, they have put in place a terrific staff to guide you every
step of the way and consistently under promise and over deliver?” This is a geographically exclusive service. We only allow one doctor per zip code or area. If you would like more information and/or to see if your zip code is still available, call 866-655-8502 or go to www.webuildyourpractice.com If you would like me to send this to another chiropractor, please e-mail me their address. I will gladly send it with your compliments. Please remember to send me your new e-mail address if and when you change your current one. I DO NOT SHARE YOUR E-MAIL ADDRESSES OR PERSONAL INFORMATION WITH ANYONE! ChiroPractice Marketing Solutions LLC * 3983 Mann Road * Huntingdon Valley, PA 19006
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