WBW - Lessons From Catalyst - Reactance

If you’re like most chiropractors you would love to know what we need to do to get more people to have chiropractic care. We KNOW it would be good for them AND it would be great for us too.

I have been looking for ways to do this for years! Since I first learned about the influence literature 24 years ago I have been diving into the influence literature trying to understand what the best way to communicate the value of chiropractic is. 

Most of what I learned was about how to influence, persuade or encourage people to have and continue care.  I have just finished a book (“Catalyst” by Jonah Berger) which is one of the 3 best books I have ever read on this subject. And it takes a radically different position! Berger's central idea is that to really influence people we need to remove the things that are stopping from taking action (remove the interference! Does that sound familiar?).

"Catalyst" has so many important lessons for chiropractors that I am going to chunk it down over the next 5 WBW so I can share the lessons I learned.

This week I will:

• Explain why removing blocks to people starting care is more important than providing reasons they should.

• Explore the idea of Reactance and show you new ways to reduce it so more people choose to continue care with you.

Cheers
Martin