This week, we are calling out chiropractors who think that when it comes to building a profitable practice where people get the chiropractic narrative and use chiropractic for a lifetime they have to be silver tongued persuaders who sell people into doing what they don’t want to do.
They feel that if they aren’t ‘talking the ‘tic’ the the practice won’t grow. ‘It sounds logical, but it’s a huge mistake because when you are continually giving information (and heaven forbid, lecturing) in practice, you are cutting yourself off from substantial growth opportunities. You start to see things through a limited filter and miss out on tremendous opportunities and possibilities.
From my experience and that of our coaching clients it’s very possible to build a robust practice with chiropractically literate practice members saying little and ‘Getting a lot’.
Let me explain.
If you are stuck in the trap of being the ‘primary authority’ that your practice members depend on for information, these issues will appear;
1. Practice members/patients will depend on you to tell them what they need instead of thinking for themselves.
2. They will compare your viewpoint with Dr Google or other opinion sources and often decide to leave based on a conflict of ideas.
3. You get caught in a frustrating and time-consuming ‘rut’ of continually putting out fires and solving people’s problems for them.
4. People will agree with you just to shut you up and then leave when their ‘pain’ has gone.
Now, let me go through an overview of the 4 essentials to communicating chiropractic to your practice members by saying little and getting a lot of results.
Albert Mehrabian said
Words 7%
Tone 38%
Physiology 55%
Q1 – V – Overview – the Journey
Q2 – Ad – Concise – correct – Their story (it doesn’t have to be correct) – 6 words or less
Q3 – K – proximity, tone, touch, anchoring, observation
Q4 – V – Proof, Evidence, Celebrate
Chiropractors who take care to use their communication efforts in the appropriate proportions on a regular basis have the most robust practices.
(By the way. It is not that their practice is robust SO THAT they don’t have time for communicating with their practice members. It is that the practice is robust BECAUSE the chiropractor knows how to communicate using all senses via the whole brain).
We see chiropractors and their practices continuously going to the next level of practice growth when they become aware of their communication languages.
They can tell when they are outflowing too much information, and they can self-regulate and recover before they push the practice member away. Obviously, this topic is much deeper than this overview allows.
If you would like to know more about how we can help you master the 4 essential steps of chiropractic communication then jump on a short Patient Education Call with us and we will see whether we are a fit for each other.
Let’s see you creating more with less.
Download the PDF here >> https://app.questchiropracticcoaching.com/educatingalotwi…
Book here for a PATIENT EDUCATION CALL >> https://app.questchiropracticcoaching.com/schedule…
