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Newsletter>
PATIENT EDUCATION = PATIENT RETENTION
April 19, 2010
PATIENT EDUCATION = PATIENT RETENTION
APRIL 19, 2010
Do you know what your patient visit average (PVA) is? Neither do most docs. To figure it out just divide your total monthly patient visits by the number of total patients starting care. Most pain relief practices have a PVA of about 8, and many corrective care practices have a PVA of 50+. Mine was 67. That means that the average patient starting care would stay in the practice for an average of 67 visits! So how do we get your practice from 8 to 67? The answer is simply patient education.
What does your patient education look like? Many offices I have visited have a reception are full of Time and Newsweek magazines. Have you ever really looked at what your patients are reading? When visiting the office of a friend of mine as a patient, I took the time to be a real patient to really experience his office. When reading the same magazines his patients did, I counted 17 drug ads in one single magazine!!! Please realize that your patients do not see or hear a single thing about chiropractic outside of your office unless it is negative.
You have a limited opportunity to immerse your patients in the chiropractic lifestyle. My office had100% chiropractic only reading material, including the posters, books, testimonial books, and patient handouts. What do your patients see when they are in your office? They are either anchoring themselves into the chiropractic lifestyle, or they are working their way out of it. Most chiropractic patients have never even heard of a subluxation! Take the time this week to walk through your office as a patient. You should have the minimum of:
* Three testimonial books of life-changing stories from your patients. Whenever they share something amazing about their experience in your office, ask them to be an inspiration to others and write it down to share with others. Make 3 copies, have them sign each one and put it in each of 3 binders in your reception area, your exam room, and your hotseat area.
* Make sure all of you posters are current and about chiropractic! Flowers and puppies are nice, but they do not teach your patients a thing about chiropractic. Have them nicely framed or better yet, get them colorplaked (Google Colorplak). ...and get rid of those old sun faded posters.
* Have a weekly patient handout! Write them yourself or buy them, but just get them and do it today! Print them all out for the month ahead of time and make sure EVERY patient gets one EVERY week. Nothing is worse than to have patients Monday morning ask for the weekly handout and you forgot to print them. Copy each one on a different colored paper so that patients know each topic is different than the last week. To go one step further, punch holes in them and patients will feel compelled to save them. It is weird, but true!
* Make sure you have some type of active visual education whether it is on a DVD or a computer based slideshow.
* Throw out ALL of your non-chiropractic reading material. Replace it all with chiropractic and natural health books. Put office bookmarks in each of them with a place for a patient name. The amazing thing is that patients will actually read them! ...the bookmarks allow them to pick up where they left off on the last visit. No matter how many times they ask, do not loan them out! If you offer a loaning policy, I guarantee, you will be ordering the same books over and over to replace all of the ones that never get returned. Keep a few of the more popular books in stock, and let the patients know that you have copies for purchase
* Start a binder of copies of popular press articles about the truth about medicine - side effects, deaths, costs, and the constant fight that chiropractic has had to endure for over 100 years. Place three binders in the same places as the testimonial binders.
* Lastly, cut out the non-chiropractic chit chat! Sports, the weather, and your vacation are nice, but they do not help your patients understand why they are in your office, and they do not help build your practice.
As your patients start to "get it" they will crave more and more information. If you do not have the time to write your own education information we have developed a few things to make it easier for you. Just click HERE to see what we have to offer and enter code "NL041910" to get 15% off your entire order.
We only have a few spots left for one on one coaching for only $249/month. Once they are full, there will be a wait list until a new spot opens up. Refer a friend and get 10% OFF PER REFERRAL!* Click HERE for our Coaching Programs! *Some restrictions apply
www.See300aWeek.com www.See300aWeek.com
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