Remember those patients who seemed to “get it” but then one day stopped coming in and never returned?
They showed up to every appointment on time, and they seem extremely satisfied with you, your staff, their results and experience with you and your practice.
Now, they don’t return your staff’s calls (they should never be called, by the way) or respond to any other communications from your office.
Have you ever thought about why patients stop coming in?
You should.
Because, for the most part, there is one reason:
In THEIR MIND, they were treated one visit (or more) too much.
Yep. One visit too much is all it takes and it can kill an entire practice.
Cutting patients off at the right time then staying in touch with them the ChiroTrust way is how you build a practice. (In addition to all the ChiroTrust Fertile Ground and Positioning that patients experience while they are in your office and under care.)
With each and every patient, you must pay attention to how they are feeling and what they are saying. It’s far more important than your criteria for continued care.
When you let them go and say something like, “I think we’re good. My advice is to see how it goes. If your pain comes back or gets worse, feel free to come on in. Sound good?”
Watch their reaction when YOU want them to stop care.
Avoid the temptation to preach wellness care/maintenance care because it’s not what the market responds to. It’s NOT about what is right or wrong. It’s about what the market wants and if you don’t give it to them, they may never go to any Chiropractor ever again.
This is why Chiropractic is so controversial and misunderstood.
Chiropractic has FAILED to listen to the marketplace and respond accordingly.
Building a practice is a lot easier when you got the “who, how, and when” down.
– Who is the market?
– How do you approach, engage, and manage the market?
– When do you let them go?
Scarcity attracts.
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