5 Ways to Stop Wrecking Your Spinal Decompression PracticePosted on 22 May 17:45
Are you seeing more prospects, but converting less to patients? It’s easy to blame a low conversion rate on the economy, but as we point out in this post, the problem may be you. One of the easiest ways to wreck your Spinal Decompression practice is to SELL patients. Applying pressure or scare tactics will result in more patients walking OUT the door than walk IN the door. That’s why we advocate that you stop selling, start educating and stop pressuring. To help you avoid losing patients and to reverse the trend to start gaining more patients, we’ve listed 5 tips to implement that will avoid even the appearance of selling. 1) Comparative Results. Use a table, chart or poster or similar tool to compare the patient’s options at a glance. For example, compare the efficacy, risks and benefits of spinal decompression to surgery, pills, chiropractic manipulation and epidermals. Patients want to make an informed decision based on the risk/benefit profile. When they clearly understand all their options, they are much more likely to reach a decision. We have found in our practice that a simple comparative presentation—without a hard sell—addresses patient concerns and questions effectively and helps them to decide more often than not that spinal decompression therapy is right for them. Check out the poster we use in all our consultations here: http://bit.ly/1nlFiIx. 2) Second Opinion. One of the easiest ways to help patients comfortable with you and your recommendation is to suggest that they seek a second opinion. For example, you may say, “Mrs. Smith, we covered a lot of information today and I’m sure you need time to consider your options before arriving at a decision. If a second opinion concerning your condition and options would make you more comfortable, I completely understand and no offense is taken. I want you to be confident in your decision.” By taking such an approach, you project confidence in your recommendation and, in turn, instill confidence in the patient. As a result, you will notice that patients will feel less “sold”, more trusting and more likely to enroll in your program. 3) Live Testimonials. Everyone has written testimonials from previous patients. The problem with the written testimonials is that they are commonplace, impersonal and non-interactive. On the other hand, when a prospective patient has an opportunity to converse with a real person who shares their problems and is currently undergoing treatment, the impact is powerful. Watch your enrollments dramatically increase once you start providing live testimonials from patients. 4) Research. Patients love research. Research is proof. Use spinal decompression research to your advantage. Utilize the names of affiliated research hospitals, universities and physicians, many of which are well known and very prestigious, when discussing success rates of spinal decompression. Both patient and staff confidence increases when you stay on top of and cite the latest research. You can review our customized research articles that we have effectively utilized here: http://bit.ly/SEJC98. 5) Use the “Take Away.” For whatever reason patients often aren’t ready to commit to treatment. In such instances, don’t be afraid to “take away” the treatments by saying, “Mrs. Smith, it seems to me that you doubt the effectiveness of the treatments and the impact they could have on your quality of life. Perhaps our program is not right for you at this time. Why don’t you take some more time to think about it. Here is the name and number for a local surgeon if you feel like that may be a better fit for you.” You will be amazed at how often, after pushing patients away, they come running back to you. Once you stop “selling” and start “presenting and educating” you will notice a dramatic increase in patient enrollments, feel better about yourself and continue to build your compression businesses profitably. Are you ready to stop selling? Check out our customized research articles for ideas and examples on how to incorporate charts, summaries and the use of names that patients know and trust: http://bit.ly/SEJC98.