When it comes to ascending practice members through the levels of care, many chiros make this mistake. They see it as an opportunity to show and tell the practice members more about chiropractic, where they are progressing and where they can go.
Now, it is a necessary event. It is time for you to assess them and for them to decide on their care. From your position, it’s about, whether they are ready to change their care frequency and duration and from their position, do they want to go into an asymptomatic approach or just do maintenance so the presenting problem doesn’t come back.
The theatre is performed, and then the chiropractor holds their breath after the pitch of this event for the person to utter the words “OK” or “I will!”
It’s a mistake because the practice member has already formed an opinion of their direction and actions, and all too often the ‘sales pitch’ from the excited chiro has the opposite result. The person picks up on this event as a sales event and feels like they are being railroaded into doing something that they don’t want to do.
Instead, if the chiro works from the premise that this journey begins when the person first becomes aware of you, they will make the right decision for themselves, given the evidence they can comprehend at the right time.
This week we will unpack this process and give you a bunch of pointers that will help your practice members make better decisions for their ongoing care.
If you want to get the notes for “Event or Process” click here.
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