Posts Tagged ‘CA’

Practice Tip - EMPOWER AND RELEASE YOUR MOST VALUABLE ASSET

Sunday, November 4th, 2007

Here’s some vital questions to ask yourself: Which member of your business…

1) Educates your practice members more simply and effectively than you do?

2) Listens to your patients’ “dirty laundry” and counsels and advises them at the same time?

3) Stimulates more referrals than any other marketing source than you could ever invent?

4) Is more likely to hug, wipe tears, encourage and listen to the people who pay your bills?

5) Placates disgruntled customers who are sick of being kept waiting, or haven’t had their questions answered to their satisfaction?

6) Would like to be more involved in the healing process than you recognise and give credit for?

And all we worry about is did they take the correct money, make the next booking correctly, get people into the adjusting room when we needed them there, keep the kids quiet in the play area, and still manage to book in 3 new patients who rang while 5 people were queued at the front desk?

That’s right, I’m talking about your CA, receptionist, secretary, personal assistant - whatever you call them.

After asking yourself the above questions; next ask your best CA/s: “Would you like to be more involved in the healing process, and learn some new skills?” You may be surprised by the answers you get.

Here’s three ways you can up-skill your most valuable business asset:

A) Involve them in the interview or case history process - Use pre-formatted questionnaires to save you time and actually improve your record keeping. A good CA will have already heard most of the person’s life, family and health history, and will probably know more about what is really worrying the person, before they even see your face: Your CA is the ideal person to select the most appropriate paperwork for each new client, and then to follow up at a pre-determined time to review the questionnaire again.

ACTION STEP: Click Here To Check Out Health Questionnaires That Your CA Could Be Trained To Administer…

B) Get them trained in aspects of the examination procedures - There are some amazing technologies which improve your objective analysis of your patients’ state of wellbeing, and some of these can be trained and delegated to a tech-CA.

ACTION STEP: Have some of your CAs complete the Super Posture program - they will learn how to perform low-tech and high-tech postural assessment and even how to prescribe some corrective exercises: Click Here To Find Out More About The Super Posture Program…

C) Select some therapeutic modalities which can be administered by an assistant under your oversight - Consider this - As your practice expands you may assume that the way to increase your volume and turnover is to employ an associate DC. Most associate DCs will drain up to 60% of the money they generate. How about delegating some of the less skilled and time effective activities to well trained staff who work for an hourly rate? You could dramatically increase your patient flow and diversify your services (and increase customer satisfaction) at a fraction of the overhead.

ACTION STEP: Click Here To Find Out About A Treatment Modality That Can Be Delegated To Tech Assistants…

Practice Tip - ASKING FOR REFERRALS

Monday, October 29th, 2007

I can remember paying good money to attend a practice management seminar that promised me I’d be able to see more people, charge more for my services, work less hours, convert everyone to lifetime care, and attract hundreds of new patients. The crux of the seminar was rehearsing, memorising and then regurgitating powerful “scripts” which if said in the correct manner, guaranteed that everyone would do anything you told them to do. I must say they did work well, but here’s the glitch: When you’ve been in practice for a little while, and you start to see the same people over an extended period of time; and you also see their family members, and friends and colleagues, and reactivated patients; and if your CAs and associates are also using those same power scripts - eventually you are all going to be “found out”. You see this technique is based on “Disney” systems - BUT; how many times have you visited Disneyland? Once, maybe twice, to go to the bits that you missed the first time? And guess what - you only have to listen to the script once! If YOU are going to be a wellness DC with people seeing you 12 or more times a year, for many years, then you’d better have something different to say… Here’s the best way to develop dialogue processes that evolve and adapt to where you practice members are at…

Ask better questions!

Here’s a really simple strategy that doesn’t take long; builds rapport, intimacy and relationship; and produces numerous opportunities for generating referrals: Get to know the practice member’s family, friends and colleagues by asking a simple series of questions… My CA even knows their Dog’s name/s!

It goes something like this:

Q: “What does your husband/wife/partner do for a living?” A: ……..

Q: “Wow, does he/she enjoy that?” A: ………

Q: “Has your husband/wife/partner seen a chiropractor before?” A: ……..

This is where the brief conversation can take a number of turns, but regardless of the answer, your questions should search for a reason for you to recommend that they bring their partner in to be checked to see if you can help.

On subsequent visits I’ll take some brief moments to get to know their kids, and then their friends, and then their colleagues…

I know this sounds really simple, but I have got to tell you that the conversations are much more interesting than listening to the sound of your own voice saying the same thing over and over again?

Click Here To Find Out About Chiropractic Coaching…

Practice Tip - HOW TO SEE MORE KIDS IN YOUR PRACTICE

Tuesday, October 16th, 2007

I was recently cleaning up a shelf in my store-room when I found an old post-pack - not sure what was inside, I blew off the dust and opened the cover and found dozens of Polaroid photos of all the kid’s that had arrived as new patients at our practice through the nineties. I called in my CA and we spent a few joyful minutes recalling all the memorable moments and miracles. Then we noticed that there was a whole bunch of kids (some now teens) that were still regularly seeing us - and as you can imagine they are now all a lot taller and bigger, some 10-15 years later. So, our new project has been to recreate their photos when they come in for their tune-ups. The funniest is two small giggling boys squeezed closely together in an arm chair - they used to keep the whole reception room laughing because they used to be so ticklish that they would laugh uncontrollably through their adjustments - now one is nearly 6 foot and the other nearly 100kgs - and they still both giggle when I adjust their necks! We are going to produce a “where are they now” display with the title - “Want your kids to grow up healthy and straight? Then get them adjusted regularly.”

Our kid’s room walls used to be covered with photos of kid’s and all their colouring sheets and drawings of their chiropractor, and this was without a doubt the biggest referral tool for us when attracting families and kids. Why?..

1) People love to be where people are - when parents are in your practice and see all the kids that see you, they will ask you about chiropractic for kids… On the other hand if all they see is trendy prints and the latest edition of WHO weekly and the Bulletin - then they will not give a single thought about whether or not their kids need chiropractic care - they’ll probably read the last advert for kiddy pain killers instead.

2) You can tell the success stories. If someone asks you about chiropractic for asthma, or bedwetting etc - it’s great to be able to quote the latest research, but what really works is when you can point to a number of kids on your photo wall who you have treated for that very same condition.

3) Kid’s see the photos and ask what they have to do to get included on the wall of fame - say no more…

4) When you see a kid new patient there is a reduced fear factor because they can see so many other kids smiling and being adjusted in the photos (make sure you take lots of photos with you adjusting, laughing, and interacting with the kids - but no photos that show images of the kids in twisted positions).

5) Dedicating a room or area to kids shows that you are family and child-centred - if your practice looks like a kid has never stepped inside - then they probably won’t?

Click Here To Find Out About Practice Coaching…