From: Dr. Margolies.. 3-6-26
joel3639@aol.com

Posting: (these are free just e-mail me any equipment you are looking for or ready to sell, looking to purchase or sell a practice or looking for an associate or independent contractor: joel3639@aol.com)

Not sure if as a kid you played show and tell but if you had this was possibly your first attempt to be on stage and explain to others your interest and answer questions about it. Consider your patient and your entire community with questions about their health and wellness and where chiropractic fits in. Are you prepared to play Show and Tell

A few months ago, I was at a chiropractor's office going over her marketing plans and providing some advice to jump start the office. I was sitting next door to the adjusting room and overheard her conversation with the patient. We are all guilty of random banter about the weather, sports, family or whatever but in this case, there was not one word spent on her patient's spine, how their work could contribute to their spinal health (ergonomics), specific stretches for proactive homework or any chiropractic education. No Show and Tell.

Friends, don't waste this moment in time. Patients on the adjusting table, receiving therapy or waiting in the reception area are ripe for education and a source for referrals and networking. This is where Show and Tell will be very telling offering a ready flow of new patients, consistent compliant patients and potential areas to Show and Tell others.

Let's take a look at some examples. Along with these Friday e-newsletters to chiropractors, I send a e-newsletter to my patients and community on Monday. These are educational with links to articles and videos concerning chiropractic, health and wellness, nutrition or whatever interests me at the time of my writing. Recent e-newsletters concerned systems of the body, including the digestive, musculoskeletal, cardiovascular, immune and of course the nervous system.

I always relate their spine, nervous system and chiropractic. This opens a discussion about their body and I interject the role of their spine for their health and wellness. Ask how many people they know that would benefit from chiropractic care, those at their work, their church, their social gatherings and sports. Once you show sincerity and confidence of your skills and chiropractic, they will be more apt to refer. Always start with Show .. Touch .. Tell

Besides providing a fantastic life altering adjustment touch and tell areas of their spine and relate it to their body's health and wellness. For example, the thoracic spine houses the celiac plexus which affects the digestive area. While palpating the area, mention areas of paraspinal tension and relate it to their work, social activities, sports, auto collisions etc. I guess many patients will relate to this and may prompt them to consider their family and friends that will also benefit with your chiropractic care. Find time on different dates to do the same for the cervical and lumbar regions. 

Your best marketing tool and the most cost effective is educating your patients knee to knee and hand out pamphlets. If you use educational reception room media, be sure to purchase various topics to keep it fresh. If you have room and created workshops or classes, be sure to change topics, invite patient family and friends and keep it up.

Your staff should be involved as well. If they help with therapy, they should focus on the purpose of the therapy and again relate it to the patient's spine, their physical activities such as work or sport and how your office is geared to address their concerns. Here again, they need to focus on the patient's work or lifestyle to prompt a discussion concerning their physical demands and how others would benefit from chiropractic care. Referrals are the end result and if you are comfortable speaking before others, your staff member can network with the patient for classes where they work, play or pray. This is how it starts

I recommend scheduling a staff meeting and review your active patients, where you can promote referrals, networking and nipping any missed appointments in the bud. If time allows review reactivation of "lost" patients determining why they dropped out. Be sure to have a discussion concerning this e-newsletter so they can be involved and if you are bonus oriented, possibly bonus a staff member if they are the result of a referral.

It All Starts With Touch and Tell

Any Questions just ask: joel3639@a0l.com

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