growing your practice from the inside out
Most people you see have a reactive, symptomatic view on health. To break through that you need powerful communication skills including power phrases.
This week's WBW will teach you how to use the "You only get one body" power phrase from a few weeks ago in a report of findings, a re-exam and an adjustment visit.
If you missed the previous episodes (or have missed any of the previous WBW) they are all now on my website.
A few weeks ago I shared a communication strategy that I use all the time ("Can I offer you a second opinion?")
I have had a number of people contact me saying how well it has worked for them - thank you for the positive feedback!
This week's WBW goes deeper and looks at a number of different scenarios you can use this power phrase in.
If you missed the previous episodes (or have missed any of the previous WBW) they are all now on my website.
Most people you see have a reactive, symptomatic view on health. To break through that you need powerful communication skills including power phrases.
This week's WBW will teach you how to use the "You only get one body" power phrase from a few weeks ago in a report of findings, a re-exam and an adjustment visit.
If you missed the previous episodes (or have missed any of the previous WBW) they are all now on my website.
Cheers
Martin
Do you hate it when people base their care JUST on how they feel?
This week's WBW shows a strategy that you can use to gently start to expand their perspective.
If you missed the previous episodes (or have missed any of the previous WBW) they are all now on my website.
Feel free to pass this on to friends who want to help more people connect with chiropractic.
Cheers
Martin
I had a great question from a chiropractor, Paul who has done many of my programs and often emails me about WBW:
If I could embrace your style, how would you describe Chiropractic in a short and sweet way to patients?
In this week's WBW we answer that question by applying the knowledge gap strategy we have been using over the last 5 episodes.
If you missed the previous episodes (or have missed any of the previous WBW) they are all now on my website.
Feel free to pass this on to friends who want to help more people connect with chiropractic.
I have been getting great feedback from chiropractors all over the world about the free "Mastering Knowledge Gaps" mini-course.
This week we are up to Episode 4! Check it out below.
Feel free to pass this on to friends who want to help more people connect with chiropractic.
People often see us with a symptomatic view of health. They believe that the way you can tell how healthy is by how you feel. That you would only see a chiropractor if you had pain. And you would stop as soon as the pain has gone.
This week's WBW looks at how to use a particular knowledge gap to help people "upgrade" their level of thinking to see the value of prevention (which is a step towards the 'big picture' of performance)!
It's a powerful (but simple) strategy you can use straight away!
This week is episode 2 of the Whiteboard Wednesday mini-course on knowledge gaps. Thank you for all the emails and Facebook messages after last weeks episode!
This week's is one of my favourites because it is a strategy you can use to accurately and simply communicate the reason that chiropractic is the best solution for them.
Let me know what you think!
Hands down one of the most impactful communication strategies I teach is knowledge gaps. They are simple to learn AND awesome at creating an environment where people WANT to know about chiropractic.
Curious?
I have put together a mini-course on how to master them. Episode 1 is up now. It's 9 minutes long and packed with information you can use straight away.
Feel free to pass this on to friends who want to help more people connect with chiropractic.
Whiteboard Wednesday is back!
This week I answer a question from a chiropractor facing a challenge that many of you are probably facing!
"One of my biggest issues that I have always faced is in my area people are expecting to only come once or twice. For some even saying 6 or 10 visits freaks them out. Many times when I just start the consult people will tell me that they just go once a year or so unless it's really bad then they may have to go twice. They are happy with that and I get a lot of resistance trying to change that.
Any suggestions? "
Under the Influence is back!
It's a series where we learn from people around the world about how they are having a positive influence.
This time I sat down and had a drink with Melissa Sandford. Check out this interview as she is a phenomenal communicator and also gets shit done! She has been helping run the United Chiropractors Association in the UK for years. The UCA is one of the few chiropractic organizations that is growing and the events she has been central to facilitating (like CE) are some of the coolest in the world.
The video went a bit funky halfway through but there is so much gold either side I doubt you will even notice!
Let me tell you a story...
Stories are a great way of communicating ideas because you are wired to payattention.
Stories create change in belief because they become an experience by proxy - you imagine you are the protagonist.
Stories create a huge impact because they create emotion.
Want to learn more about stories and how to harness their power to communicate the value of chiropractic?
Check out these week's WBW!
Seth Godin is one of my favorite writers. His insights are unique and underwritten by his deep understanding of the influence literature.
This week's WBW imagines what Seth would say if he were a chiropractor!
When people tell you "I feel better" it's a great affirmation of their decision to start chiropractic care.
But it can also be the start of them seeing LESS value in chiropractic care!
I know - it's a paradox. They get value and that starts them seeing less value. The reason? Negativity bias. It's a cognitive bias we humans have that means that we focus more on problems than on the positive things.
This video goes into a communication strategy that will help you celebrate the value they have received, block the negativity bias and help people see the value in continuing care.
No intro this week! You either watch the video or you miss out on the tip!
When it comes to growing their practice there are 3 types of chiropractors!
Those who use the same communication approaches they have always used hoping for a different result.
Those who are trying to grow their practice with whatever new "hack" is popular this month.
Those who are using new strategies based on the influence literature that have been tested in real chiropractic practices. (Like the one in the video below. It's 5 minutes long and you can use it straight away!)
How do you best handle things when someone says "my previous chiropractor always..."
"Told me to come when I was in pain"?
"Gave me a massage before they adjusted me"?
"Adjusted me a different way"?
What do you do when it's different to what you do?
This week's Whiteboard Wednesday shows exactly what to do (and what not to do!)
This week's Whiteboard Wednesday is about creating rapport fast!
People buy YOU before they buy your message.
This 6-minute video will show you how you can create a connection with people in a moment!
"It feels muscular"
"I think I just need to stretch more"
"I think it's more of a physio/ massage therapist problem"
These are the things we all hear in practice that minimise the size of their problem AND minimize your role in solving it.
There is a simple way of handling this and this 6-minute video will teach you how to do it!
Would you like to not NEED new patients?
Growing a practice is simple. There are 2 ways to grow - one, get more new people or two, improve your retention.
Certainly having an approach that allows you to predictably market your practice through new patients is one strategy. But a lot of chiropractors put ALL their eggs in the new patient acquisition basket. And if all your eggs are there you always NEED new people because the old ones are not going to be there in 6 months. Or a year. Or 10 years.
A lot (most) chiropractors would grow their practice with less stress, better clinical results and not NEED as many new people if they put half their eggs in the retention basket.
I had a fantastic talk to the amazing Dr Vismai Schonfelder for "Under the Influence" this week.
He has practiced in Australia, Europe and Asia and is a master of communicating chiropractic (his PVA is amazing)!
He is chilled but gets shit done!
Make sure you watch the whole way through for the questions Vismai uses to find people who naturally resonate with chiropractic (it's based on the core philosophical perspectives of chiropractic - vitalism, naturalism, humanism and wholism).