Potential and recently enrolled practice members are coming to your practice carrying with them their own understanding of health, health care, chiropractic and in fact their own worldview.
They don’t know (and probably don’t care much) about what you know. They don’t necessarily see things as you do. Metaphorically, you might see it that they use a different type and style of ‘boat’ to navigate the waters of their life than you do.
The question must be then ‘What is your best strategy to enlighten them about your reality on health and chiropractic?’
Is it to go aboard their ‘boat’ and question all that they have been doing and to challenge them on their behaviours up until now? Is it to tell them all about the wonders of your ‘boat’ and the magnificent voyages they can take on your boat with you? This approach, one that many chiropractors employ, lacks the necessary rapport building that is necessary to result in long-term relationships.
Your other choice is to invite them on to your boat for an ‘orientation’. In this scenario the initial introduction to your vessel of travel must be non-confronting for them. It should be in language that they understand. It must be in the safe environment of the dock. If they like your ‘boat’ based on the look and feel of it then they may be desirous of taking the next step of going for a short voyage with you.
The completion of a small voyage together leads to an increase in mutual trust. This state of trust then enables them to commit to the next and maybe a longer voyage and so begins the shared experience of a chiropractic lifestyle.
Think about this with your next new person – it can change the nature of both of your journeys.
