Friday, Jun 05, 2009

Attract New Patients Without Spending a Dime

By John Madeira, D.C.

Friday, Jun 05, 2009 04:19

A number of years ago I had a revelation that forever changed how I think about new patients. At the time my mindset was "to grow my practice I needed more new patients." But then it hit me; I was looking at the situation backwards. I didn't need new patients; they needed me! They just didn't know it. From that time forward I looked at every person I met differently. I knew they needed my help, sick and hurting or not. What I needed was a way to connect with them, to show them how my knowledge of chiropractic could improve their health and the quality of their life. So I came up with a way of "meeting and greeting" people that brings many new patients into my practice--and I don't have to spend a dime to do it! All it costs me is a little extra time each day and a genuine commitment to share the benefits of chiropractic with everyone I meet. I started by becoming more active in the community and paying closer attention to those around me especially when in coffee shops, restaurants, and public gatherings. I start a causal conversation with someone I don't know and then introduce myself as the town chiropractor and mention my office location. I ask if they have ever been to a chiropractor before. If the person says no, I ask if they are having any particular health problems. Without being pushy I find the right words to let them know that chiropractic can likely help their situation. If they seem uninterested I give them my card and tell them to call me if they or someone they know ever needs a good chiropractor. If the person has received chiropractic care in the past, that opens the door to many other questions and topics we can discuss. Why did you start going, do you still go, are you still having problems? Every conversation is different, some people want to talk, others not so much, but at some point in the dialog I briefly mention that I have helped many people who experienced the same problem they are having. I encourage them to come into my office for an X-ray so that I can tell for sure what is wrong and if I can help them. I often book the appointment for them right on the spot. Some people are not interested, but most are at least curious. Over time I have perfected this "meet and greet" process and the more I am willing to confront people out in the public and share my expertise, the more new patients I see each month. My practice has been blossoming ever since, to say the least. We grew from seeing 24 new patients per month to as many as 100 some months. Our volume grew from 300 per week to 1300 in just 18 months! And it started with one revelation and continues to happen by simply saying hello, starting a casual conversation and being willing to share the greatest health secret on the planet!

Dr. John Madeira's 'Chiropractic Pure and Simple' website

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