growing your practice from the inside out
Imagine if you had a complaint to the registration board!
They cause massive stress, distraction from your practice and cost you $$$.
Dr Paul McCrossin has been defending chiropractors in the UK for years so when he talks about the three keys to avoiding a board complaint I listen!
If you want to communicate the concept of subluxation in your practice you HAVE to communicate it simply - too much technical jargon confuses people.
The challenge is that if you go too far you can lose credibility.
This week's Whiteboard Wednesday will show you how to get the balance just right!
If you want to make yourself feel a little sick try doing what I just did and google "vertebral subluxation".
Go on - give it a try.
You see if you are saying that subluxation is important people are going to google it.
If you want to communicate to people about the value that chiropractic has (including addressing subluxation) this communication doesn't happen in a vacuum.
You HAVE to know what else they are exposed to.
If you want people to stay and pay to have their subluxations corrected you have to be able to credibly build the relevance, importance and value of having their subluxations addressed.
And when people are AT ALL unsure, what do they do?
They google it.
And if you haven't googled it yet let me give you the sort version. It ain't pretty. It's a shitshow.
"It has no biomedical basis, lacks clinical meaningfulness, and is categorized as pseudoscientific by leading chiropractic authorities"
"Chiropractors believe that they know, and they’ve built a profession around it: “subluxation.” A misalignment. A “spine out of line.” Many doctors and scientists disagree!"
"Chiropractic Vertebral Subluxations: Science vs. Pseudoscience"
All these quotes are from search results on the first page of google.
3 of the first 4 results are STRONGLY negative.
If you don't want this bullshit confusing people and triggering them to drop out of care, you HAVE to know how to handle this type of SHITuation.
Here is the Whiteboard Wednesday video to explain how to handle this (and any other) SHITuation!
This video will give you the low down on what you MUST do to have a high performing team.
Words have power
Would you like to learn a super simple and surprisingly powerful way to have people do what you suggest?
Whether it's people following your recommendations for care, team members getting behind new procedures or any other situation where you want someone to do something differently this 6-minute video will show you exactly what you need to do!
Questions are the most powerful way of communicating the value of chiropractic.
Quite simply, the quality of your questions will dictate the quality of your practice.
Would you like to learn some higher quality questions to use in your practice? This week's Whiteboard Wednesday will teach you a simple yet powerful question you can use in first visits.
Check out the video below and let me know what you think.
People come to see us and they feel scared and unsure. Scared about their health and that chiropractic may not be safe. Unsure about what they "should" be doing. Unsure if you can help them.
What you say and do in the first visit is critical to how the whole relationship goes. If you set them at ease immediately you set it up to be a great relationship. Unfortunately, the way most chiropractors have been trained to do a consult is the opposite of the way the influence literature says you should.
This 8-minute video will show you exactly what you should be doing (and what you shouldn't)!
https://vimeo.com/273625381
People buy you before they buy your message.
You HAVE to create a good first impression if you want people to start care and stay under care.
Dr. Robert Cialdini argues that applying the principle of unity and the language of family is the fast track to rapport.
This 8-minute video will show you EXACTLY what you need to say (and why you need to say it) to get rapport FAST.
Cheers
Dr. Martin Harvey
https://vimeo.com/272502451
No Whiteboard Wednesday this week!
I have had one of those weeks. You know the ones - where you start the day with a looooooong to do list and you're all psyched to get through it only to end up with an even longer list by the end of the day!.
Anyway, it all meant that after 15 weeks of having Whiteboard Wednesday there is no WW video this week. There is, however, a "Thoughts on Thursday" this week!
Same concept just 24 hours later!
This week it's all about Frame Control. It is the core idea that explains why many of the persuasion strategies I teach work.
Warning - this one has some denser theory (it's worth it to understand how to make chiropractic matter to people)!
https://vimeo.com/271609962
7-minutes of communication strategy on Framing. How to pre-suasively frame the discussion when people are not getting the results they think they should be.
This approach is GOLD when people have a reaction too.
It's quick and powerful because it creates a frame for the discussion that includes THEIR belief and your belief.
This 7-minute video will teach you my absolute fave phrase that you can use in any SHITuation where someone has had a reaction or don't feel like they are getting better!
https://vimeo.com/270049281
Do you find it frustrating when people NEED care but don't follow through?
One of the main reasons people don't have the care they need is that they procrastinate!
They know they need it but think there will be some magical time in the future where they will have more time, money and energy (or maybe their condition will improve by itself?).
We are WIRED to procrastinate.
This 7.5-minute video is all about what YOU can do to overcome procrastination!
https://vimeo.com/268730651
Have you ever had someone in a day 2 seem like they were on board, say all the right things but either not start care or drop out in the first few visits?
Have you ever had someone seem really engaged at a talk or a screening and then when it came time to book an appointment they back out?
Have you ever had someone say that you are pushy?
If you want to upgrade your communication you have to learn about reactance (also known as the boomerang effect) and how to structure your communication to NUDGE people towards action without PUSHING them and having them push back!
This week's Whiteboard Wednesday is an 8 minute dive into this concept and the key phrases you need to know to avoid reactance.
The number of referrals you get is probably the most important stat you can keep. It shows (in the mind of your clients) how good a job you are doing.
Those of you who have attended my Communication workshop know that I think one of the things that we should get rid of in our client/ patient education is scripts. They too easily come across as us selling our agenda rather than serving others. In this video Barry shows how using scripts says to our team that we don’t trust them. I believe scripts can be demoralising. They prevent our team members from using their “practical wisdom” in really serving people. He doesn’t advocate it being a free for all, just that prescriptive scripts are an “insurance against disaster but ensure mediocrity”. It reminds me of the point that Daniel Pink makes in his book "Drive" - that to be really engaged and perform at their peak, people need autonomy.
So how do we move from prescriptive scripts and avoid disaster – I think communication templates are the best balance. They give the “notes on the page” but leave the expression of those notes to the musician.