Tough question, isn’t it?
Too often we don’t dig deep behind our actions.
Certainly we can come up with a knee jerk answer to the question of why we do what we do.
For example, here’s how many D.C.s justify what they do…
“Why do you give a 30-minute report of findings?”
…because patients need to understand how their body works and if they don’t hear it from me, they probably won’t get it any where else.
WELL MAYBE. OR MAYBE THEY AREN’T INTERESTED OR DON’T WANT TO KNOW.
“Why do they need to understand how their body works?”
…So they can make an informed decision regarding their healthcare.
THIS ASSUMES THAT THE PATIENT HAS FAITH AND TRUST IN THE DOCTOR. BIG ASSUMPTION.
Here’s another example…
“Why don’t you give patients what they want?”
…because that’s not what Chiropractic is all about and you can’t make money releasing a patient after a handful of visits.
CHIROPRACTIC AND EVERY OTHER PRODUCT OR SERVICE IS DEFINED BY THE MARKETPLACE , NOT THE INDUSTRY OR PEOPLE PROVIDING IT. THERE IS NO EASIER AND EFFECTIVE WAY TO “SELL” ANYTHING THAN PROVIDING A DESIRABLE PRODUCT, SERVICE, AND/OR SOLUTION. THE KEY WORD IS “DESIRABLE”.
A 5-VISIT PATIENT WHO COMES BACK AND REFERS OTHERS IS WORTH MORE TO YOUR PRACTICE THAN VIRTUALLY ANY “PRE-PAY” OR PERSONAL INJURY PATIENT.
Every patient and person is valuable to your practice.
They are not “case types”.
They are people who have a lifetime potential of providing your practice business.
So if you want more patient visits, add value to more people both before, during, and after their care.
Give them what they want.
Let them go.
Do it well.
They’ll be back.