The Importance of Visit-by-Visit Patient Communication
By creating a set schedule of the most important topics to convey during patients’ first six to 10 visits, you will educate them about the most important concepts of chiropractic for their care and create a pattern of education for each following visit.
For example:
Day 1: Convey the concept that the patient is important to you, that you love and anticipate referrals, and that you go the extra mile. Introduce yourself to the patient before starting the consultation. Mention who referred them and show your appreciation to that person. Later that day, make your new-patient phone call, give them your cell number, and invite their significant other to attend the report of findings.
Day 2: Ensure the patient that they are important to you by giving them two business cards — one with your cell number on it in case they need it and another for a friend or loved one. This lets them know that those who are important to them are also important to you.
In the report of findings, communicate what is wrong with them (subluxation), that you can help, how long it will take, and how much it will cost.
Also, communicate what a subluxation is, the ramifications of a subluxation and the benefits of an adjustment, and the “chiropractic message” that everyone is better off under chiropractic care.
Day 3: Let patients know it is critical that everyone is checked for subluxation by sharing the “chiropractic message” again. Everyone is better off under chiropractic care, whether they are ill or a healthy triathlete. We all become subluxated.
Day 4: Convey the message that you are focused and in the game by giving the patient some materials that support their individual care, such as a pamphlet or product that will aid in their recovery.
Day 5: Ask for a referral. By this point, the patients know that they really matter to you, they are important, you go the extra mile, and you love referrals. Patients also are usually starting to feel better if they have come in with symptoms, which is a perfect time to ask for a referral.
Day 6: Communicate the importance of having chiropractic as part of your patient’s wellness team for a lifetime of good health (the chiropractic message).
Day 7 through 10: Communicate and share the current events of the office.
Visit-by-Visit patient communication is critical.
Dr. Wood has been in active practice for more than 43 years, a veteran consultant and the founder/CEO of One-On-One Chiropractic Coaching. He works with hundreds of chiropractors worldwide on a host of topics including,new patient acquisition, practice management, prosperity consciousness and personal growth. Email him at [email protected]
