Are You Tired of Convincing Patients Into Care?

Are You Tired of Convincing Patients Into Care?

by | Feb 26, 2024

Are you a chiropractor who feels like you’re constantly having to convince your patients to be under your care? It can be frustrating when new patients don’t seem to accept the treatment plan recommendations that you firmly believe will provide them the best care. But where does the problem really lie?

For most chiropractors who provide corrective care plans, new patients are typically handled in a two-visit process. Day 1 involves the initial consultation, exam and x-rays, while Day 2 is dedicated to sharing results and explaining treatment plans and costs. However, the common misconception is that Day 2 needs to be better, filled with overflowing information in order to close the deal. The truth is that the problem with low close rates actually starts on Day 1.

As a hardworking chiropractor, it’s important to be mindful of the impression that we leave with new patients from the first encounter. If you want to improve your new patient conversions, here are four essential tips to consider:

Be confident, but not cocky or arrogant: As a professional who is dedicated to improving the lives of your patients, it’s important to approach them with a sense of confidence. However, it’s critical to remember that confidence should not be mistaken for arrogance. Always strive to maintain a humble attitude that promotes trust and credibility.

Ask the right questions: In order to gain insight into the concerns and needs of your patients, it’s important to ask targeted and thoughtful questions that will allow you to understand their health history and current condition. Genuine curiosity will not only encourage open communication but also show your patients that you care about them as individuals.

Be natural and matter of fact: While it’s important to be professional in your approach, it’s equally important to allow your personality to shine through. Being natural and straightforward in your approach to patient care can help to build your patient’s trust in an authentic way that fosters long-term relationships.

Tone should be serious and intent on figuring out the patient’s problems, not jovial and cracking jokes: Although it can be tempting to try and build rapport with patients through humor, it’s essential to remember the seriousness of the task at hand – helping them to relieve their pain and improve their wellness. Maintaining an overall serious tone conveys your dedication towards your patients and their wellbeing.

In my experience, I believe that new patients decide by the end of the first visit if they want to be your patient. By focusing on the quality of Day 1 and ensuring that you create a positive and lasting impression, Day 2 will come easy. It’s important to note that Day 2 should not be long and drawn-out, aiming to keep it to a maximum of 15 minutes. The aim is to maximize your patient’s time to start treatment and not drag the process out any longer, especially if you’ve already won them over on Day 1.

Remember that apart from technical expertise, being a chiropractor requires excellent communication skills, empathy, and a personal touch. As we constantly strive to improve our practice, always remember to maintain a compassionate approach to all patients, valuing their trust in our care. Together, we’ll continue to make significant strides in the chiropractic profession towards better outcomes for our patients.