#74 Clarifying The Confusion With Closing

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

#73 How To Get 61% Open Rates For Your Core Curriculum Email Sequence

It’s often assumed that once day two is complete and the agreement has been made, that you’re “in the clear.”

You can finally stop with the stressful ongoing education and no more selling the benefit of future care is required.

What a relief!

Unfortunately, that couldn’t be further from the truth…in fact, in this instance it’s completely the opposite.

Once you’ve build rapport and confirmed a strong agreement at your Review of Results, the long term communication strategy begins. This is what we like to call your Core Curriculum.

It’s all the information a patient NEEDS to know in order to pass the tests at the end of each stage of your care and make a new decision going forward.

In a past episode we discussed in general, what the components your core curriculum were and how to potentially implement them.

On this episode of Life By Design For Chiropractors we highlight in great detail, one very important strategy for sharing your core curriculum…email. Read More

#72 How To Become A Table Talk Master

Communication is at the heart of everything from marketing to conversion and retention. There’s really not a single interaction on- or off-line that isn’t improved by strengthening your abilities to communicate.

What I find interesting is that very few doctors actually practice this fundamental component to their practice success.

Outside of some coaching that only ‘sort of’ gets implemented or on the Monday following a spizzed up weekend at a seminar, those notes with strategies for improvement all end up packed away collecting dust and your practice never changes.

This episode is about the Feynman Technique for learning…

Dr. Feynman was a world-class, Nobel Prize winning Physicist but he was also famous as someone who was an expert in many different topics.

In his pursuit of knowledge, he was able to develop a method that was also developed into a technique for others to learn even the most complex of concepts as quickly as possible.

This is of obvious value to you, the chiropractor, as learning to simplify your communication (including your table talk) to a population that understands very little about the benefits of your service could be just the catalyst you need for growth.
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#71 How To Survive Patient Dropouts

I feel your pain.

You get the dreaded reply to an appointment reminder, call or even Facebook message…

“I need to stop my chiropractic care….”

“How dare they!”

“Don’t they know how much time I’ve invested in them?”

“Subluxation is bad, how will they survive?”

“What did I do wrong?”

You know exactly what I’m talking about and you know it’s shortly after every dropout that you find yourself reinventing your practice.

New forms, new coach, new website, new technique and none of them make a single lick of difference.

What will make a huge impact is understanding why they left and what, if anything you can do to minimize the chances it happens again.

On this episode of Life By Design For Chiropractors we explore the mental side of patient dropouts and give you a system you can activate right away. Read More