In our continuing current discussion on practice sustainability we find that there is a constant flow of new people into the practice. The ultimate driver of this is the good name of the practice but it is driven by specific design.
Inbuilt into every interaction is the awareness that the products and services that you offer are sought after by the circle of influence of every person who you attend to. Every person has a network of people who they will share your practice’s message with providing they are knowledgeable, have a kinaesthetic knowing of your work and are enthusiastic about it.
Having a systematic education program which drip feeds that chiropractic message according to the person’s ability to comprehend and relate is essential. Many chiropractors dive into what they think is important from the beginning. People are turned off by the whole chiropractic story until they can relate the concepts to their life – they then seek out the underlying principles and details. Make sure that your systems of education respect this.
Your ability to competently adjust, care for, educate, inspire and empower every person you contact is what creates the kinaesthetic knowing within people. Part of your process is to ensure that the people you care for, especially those who are expressive and enthusiastic get the chance to ‘practice’ their knowledge and chiropractic ‘lecture’ skills whilst in the practice.
While there are relatively few people in any practice who are outright ‘disciples’ make sure that you look after the ones you do have and keep their fires burning. They will look after your new practice member flow very nicely.
Take care of the design of new practice member flow, make it organic, make it automatic. This produces a sustainable practice that doesn’t have to put major attention on going out and getting new people – they come to you.
