Value is tricky.
It often comes and goes.
People, things, and experiences can lose their value over time.
Like it or agree with it or not, that is the case.
So how do you increase, maintain, and slow down the decrease of your value to your patients?
Here are a few ways…
Less Access: Be reasonable but don’t be on call or work weekends. Ideally, work only Monday thru Thursday.
Fewer Bells and Whistles: More therapies, nutritional counseling, weight loss, unsolicited opinions, and advice does NOT increase value. Less is more and if you can, YOU be the product. The solution. There is only one you.
Message-to-Market Match: Craft a practice name, a business card, a website, and in-office protocols that ONLY speak to and cater to what patients ALREADY want—primarily pain relief. Proper positioning is extremely important.
Fair Price and Enough Time: Don’t rush your care. Consumers equate time with value. It’s a bell curve. Too much is too much too. 🙂 Insurance or not, price right. Your first visit and all subsequent visits must be affordable.
Be Friendly: If they don’t like you, they aren’t going to return and refer for life. Period.
Results: Don’t play a game you won’t win. Corrective care is an invisible and pretty undetectable product. Patients know when they are done. Whenever possible, let them decide.
Social Proof: Your association with ChiroTrust and what others see and say about you will be more effective than anything that comes out of your mouth. Read or re-read Robert Cialdini’s book Influence. It’s a classic.
Value is everything.
Make “value” the goal.