#87 7 Lessons You Must Teach Your Patients To Keep Them Saying “Yes”

CommunicationPodcast

In past episodes we discussed the importance of a Core Curriculum (CC) for your practice.

This CC would be a foundation to build your communication on and keep new patients (and yourself) focused on the most important concepts… the concepts that would determine their ability to make the same decision you would regarding what’s best for the health of their spine and nervous systems.

In today’s episode of Life By Design For Chiropractors, we unwrap the CC and share some of practice lessons we consider fundamental in our offices. Read More

#82 Are You Making These Mistakes?

CommunicationPodcast

As you scroll through your news feed, skim your newest 100 emails or get lost spiraling through Instagram, this is your lifeline…

The HEADLINE.

A show stopping statement, a message that sparks curiosity or even a graphic that simply shocks you.

In each instance, your mindless consumption of information comes to a complete stop and you need to know more.

That’s the purpose of the headline!

To stop the consumer and get them to pay attention to YOU in a sea of noise and clutter.

Your business is just one of millions and as a chiropractor, it’s highly likely it’s one they are NOT searching for…at least not yet.

On this episode of Life By Design For Chiropractors I’m joined by our marketing pro, Dr. Michael Gibson, and we go granular on headlines.

We often discuss very high level ideas and concepts as they relate to your success in a Retention Based Practice but today we get into the nitty gritty of headlines.

Are you making these headline mistakes? Read More

#80 Why Your Social Media Marketing Isn’t Working

CommunicationPodcast

Despite what you may have heard or believe, social media marketing can be an amazing asset to creating the practice that you’ve always wanted, however, it needs to be used properly.

Properly, in this context, means creating and strengthening relationships over time.

Think back to when you were young, or maybe this is still true today…your family had one person in every field that they went to because they trusted them.

You had one doctor, you had one mechanic, you had a butcher, barber, dry cleaner, etc.

I’ve never met a truly successful chiropractor that wasn’t ‘the gal’ or ‘the guy’ for their community of people.

How do you get that way?

Trust!

How do you build trust? Get to know the people who live in your community intimately.

Before you would have had to meet everyone face to face, but now social media has made meeting people super simple and easy, just open up your phone and start connecting. Read More

#74 Clarifying The Confusion With Closing

CommunicationPodcast

ABC.

A – Always.

B – Be.

C – Closing.

To paraphrase this famous scene from Glengarry Glen Ross…“Always be closing.”

The concept of closing haunts chiropractors for a long list of possible reasons from poor self-esteem to misunderstood semantics.

It seems much easier, with far less stress and pressure to just “hope” for a working relationship to emerge from being a good doctor, “telling the story” or in many cases, good luck.

The problem is, and I’ll be as blunt as possible…it doesn’t work.

Aside from the reality that I tried it myself for many years with little success, the research on consumer psychology verifies people don’t just fall into a purchase, it’s a complex decision making process.

If you want to the end result to be a win-win working relationship, you’d better be involved in helping your prospect make a choice that is in their best interest today and for their future.

Instead of “closing” and all the negative attachment you may have to the word itself, go ahead and replace it with “getting an agreement”. You’ll feel an immediate ease and a clearer view of the goal during your sales process (we’ll save your attachments to the word selling for another time).

On this episode we cover the need for authentically closing the loop and getting strong agreements with your potential clients.

Enjoy! Read More