People who see the value in proactive care don't come to the understanding that life goes better with chiropractic because of what you SAY in the first 2 visits.
They develop that understanding by what they EXPERIENCE over a period of time.
If you want a practice full of people with that level of understanding you have to make every visit count.
Today's WBW will show you a strategy that takes literally 10 seconds and will connect people to the big picture every visit.
If you want to take it further check out the Daily Interactions online workshop.
Cheers
Martin
To have people choose to have ongoing care you need to create:
Value - people have to feel like it is worth the time, money and energy to come and see you.
Relevance - the value has to be individualised - what is valuable to a 35-year-old working mother is different to what is valuable to a 50-year-old CEO.
Engagement - people are dying for human connection.
So how can you create value, relevance, and engagement on every visit?
This week's WBW will show you how!
If you want to take it further check out the Daily Interactions online workshop.
Cheers
Martin
Chiropractors often say they find themselves talking to patients/ clients about the weather, the footy or what they did on the weekend. They ask me what they can do to "drip-feed" information that will build people's understanding of the value of chiropractic.
So how do you do it without having canned scripts (communication templates are great - scripts come across as cheesy and insincere)?
Today's WBW will get you started on making more of an impact. If you want to take it further check out the Daily Interactions online workshop.
Cheers
Martin
I had a huge amount of feedback on last week's WBW looking at how to handle it when people are super acute (thank you all!).
If you missed it you can watch it HERE
This week's strategy will show you the most advanced way of helping people keep sight of the big picture (their long term health) when they are in a lot of pain which makes the short term a HUGE priority.
Cheers
Martin
If you are like most chiropractors you find it challenging when people present in a super acute state.
If that's you you are going to love this week's WBW!
Cheers
Martin
Would you like a practice full of people who choose to have care because they realise it helps them do the things they love to do?
Me too!
People do what they do because they believe what they believe. Recently I had a client come in and I asked him what I said that made him realise the value of performance care. His answer gives us some SUPER important lessons in what we need to do to help more people believe what we (and he) believe! Check it out below in this week's WBW!
Cheers
Martin
This week's WBW case-study looks at the best way of handling it when someone says that their previous chiropractor (or physio, GP, etc) did things differently. This could be a different approach to adjusting, only recommending care when the client is in pain or not needing an x-ray to start care.
Thank you for the great feedback on the change in WBW style! I love hearing what you like (and what I could do better)!
Cheers
Martin
Case studies are one of the most impactful ways of learning and improving. We know that experience is the most powerful teacher and case studies allow you to learn from the real world experience of someone else.
Today is the first of a series of case studies that are the stories from real people in my practice.
It's a change of style for WBW so I would love to hear what you think - please send me a quick message telling me what you like (and what you don't)!
Cheers
Martin
If most people stop care because of perceived or real indifference what can you do every visit to show people you care?
Connect!
It's easy to say but hard to do consistently in the business of practice life.
This week's WBW will show you how!
It's estimated that 67% of people stop being clients of a business because of perceived or real indifference!
This is huge - 2 out of 3 people in your practice are probably stopping care for this one reason!
The good news is that there are simple strategies you can use to quickly avoid this problem.
This week's WBW will show you a simple but powerful strategy!
To me the BIG picture of chiropractic is pretty simple:
How your body works affects EVERYTHING you do (especially the things you have to do, love to do or see as your identity to do).
Having chiropractic care can help you do the things that are important to you.
The challenge is, how do we connect people to this picture every visit?
Check out the video below to see how you can in just a few seconds!
Do you hate it when you get trapped with someone who wants to chat when it's prime time? Do you want to know how to connect with people without wasting time talking about what you did on the weekend?
Gene sent me this question "Do you have a specific technique I can use to curb useless chit chat at the table? Like people asking about my weekend? I find that exhausting and draining."
The answer?
Check out the video below!
Cheers
Martin
Do you hate it when you have explained the same thing to a client over and over but they don't seem to get it?
This week's WBW combines 2 strategies (permission and pattern interrupts) to show you how to get your message through!
Cheers
Martin
This week's WBW is a 7-minute dive into how to use permission to really communicate the value of continuing care in a common scenario - when someone doesn't feel like they are getting better!
The cool thing about the basic communication skills is that they can be used in 90% of situations.
This week's WBW is the first in a series where I will be showing you how to elevate your basics so you can be even more brilliant at them!
Cheers
Martin
We are wired to prioritize solving problems. Does that mean that the only way we can communicate the value of chiropractic is in relation to solving problems?
Not at all - once we understand the psycho-logical (not logical) way that people value things we can communicate the positive value of chiropractic.
Check out this week’s WBW to learn more!
This week's WBW looks at one of the most important things to understand about value - Value Decay!
Value decay is where someone values something highly at first but the level of value decays over time. Someone starts care because their pain is stopping them from being able to work, then once they can get back to work your care is less valuable.
You see life is constantly changing so what’s valuable changes too. If you want people to continue care you have to understand value decay (and what to do to prevent it).
Check out this week’s WBW to learn more!
This week's WBW looks at the biggest ways that chiropractors screw up perceived value.
It typically happens with chiropractors who know that people aren't coming in for their pain, tehy are coming in because their pain is stopping them from doing something that they want to do.
To avoid this mistake you have to understand what needs are important first!
How much value people perceive your care to be worth is the most important thing in growing your practice.
It determines whether they come in for care. If they start care.
If they complete a program of care.
If they refer.
If they continue with wellness care.
And the key distinction - it's about their perception!
This week's WBW is the first in a series about value - if you're the sort of person who wants to help more people and grow your practice, I think you're going to love it!
People get busy. Their kids get sick. Traffic is bad.
There are lots of reasons that make it hard for your patients to turn up at 6:15 for their appointment with you. Even though they need it and it's important.
This week's WBW will show how you can use consistency to increase the chance they will make that appointment even when life makes it hard.
I will show you how you can use consistency in a report of findings, in a re-exam and in daily visits.
If you missed the previous episodes (or have missed any of the previous WBW) they are all now on my website.
