Have you paid attention to the way in which you move relative to your outcomes? Now, I don’t don’t mean the way you move your body, I mean the DIRECTION that you move your thinking in order to get your outcome.
There are two ways that people can move on any issue – TOWARDS what they want or AWAY from what they don’t want.
Think about yourself. Do you move towards the ‘carrot’ in achieving your outcomes or away from the ‘stick’? Do you move towards the glory of the desired state or away from the repurcussions of missing out or not achieving it?
The preferred direction of movement can depend on the current circumstances or context but in most situations the preference for an individual is consistent.
Now, do you know which your preference is?
In our experience of coaching thousands of chiropractors and CAs we notice that most get very excited with the potential that their clients have. These avid helpers and healers want to move people TOWARDS the possibilities of what they can become – the greatness within.
We also see many chiropractic teams feeling dissapointed and even devastated because people DON’T follow through with their care recommendations.
And here lies the disconnect.
Firstly, many of your clients don’t move TOWARDS strategies in matters of their health.
Secondly, many chiropractors have a disdain for people who have an over-riding concern about their symptoms.
Know that getting AWAY from their ‘hurt’ is their motivator and it can actually get them to a high and lofty outcome which is along the same lines as your outcome. It doesn’t mean that they don’t want to be the best that they can be, they are just motivated to get there by a different process.
Even though I prefer to move TOWARDS what I want, when faced with timelines such as exams I will move AWAY from the risk of failure by cramming in my study just before the test.
The real question is this – are you overlooking the fact that the practice member in front of you is wanting to move AWAY from their ‘problems’ to get to their outcomes?
Have you applied the right approach that resonates with them?
Ignore it and many of your practice members will move away from YOU and the valuable skills and services that can immensely contribute to their life.
Take heed of it and they will stay with you and achieve their outcomes.
Over the next few weeks notice your communication to people.
- Are you trying to move them TOWARDS a bright future that gets them to their outcome?
OR
- Are you trying to move them away from an unwanted event that stops them from getting to their outcome?
The end result of both when used appropriately will be the same – the person will enjoy a long and meaningful relationship with you.
BTW – It’s not about scaring people just as its not about over promising people, its just about speaking with them in the language which they understand.
Take them in their direction to their outcomes, not necessarily yours – you will both be glad that you did.
