Three Keys to the A Successful Chiropractic Report Of Findings That Convert
The report of findings is the most important conversation you’re going to have with a potential new chiropractic patient. It’s your chance to get the patient to buy in to your plan of care. In chiropractic school they teach you to go over your diagnosis and explain the benefits and risks of treatments. Which is a good thing to do, but doesn’t move the conversation toward getting the patient to commit to a cash pay plan of care.
The following are three keys to a successful report of finding that converts into paying patients.
Keep It Simple And Relate To Patient Goals
If I hire an electrician to fix a light in my house, I don’t want a lecture on alternating vs. direct currents, I just want you to fix the light.
We’re doctors. We enjoy learning about the human body. You have to keep in mind that most of your patients don’t. Resist the urge to overexplain your diagnosis. Remember, a patient doesn’t care whether they have facet syndrome or disc derangement - they care if you can fix the problem. Your report of findings should let them know you can solve their problem.
Make a Clear Recommendation
A confused patient will never commit to a plan of care. Which is why you need to make your recommendation crystal clear. No ‘let’s try a few and see how it goes…’ You need to clearly state how many visits and at what frequency the patient will need to come in to solve their problem. Stating a clear recommendations also also helps the patient build trust that you’ve seen this before and know how to fix it.
Ask
This seems obvious but is left out by a lot of the chiropractors I work with. You need to explicitly ask ‘Would you like to move forward with a plan of care?’ It opens up the conversation. They either say yes, which is great. Or they say no, which is also great because then you can move the conversation towards what is holding them back. Is it cost? They don’t see the value? Don’t trust that you can fix it?
A lot of chiropractors don’t ask because they are scared of hearing no. And no one likes being rejected. Keep in mind they’re not saying ‘no’ to you personally/ They’re just saying ‘no, not right now’ for whatever the reason is. But you can always check in at a later date to see if it’s a better time to move forward.
“Helping Chiropractors Build The Mindset, Systems, And Communication Skills Needed To Create Profitable, Cash-Based Chiropractic Clinics.”
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