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From: Dr. Margolies.. 1-21-22
www.chirosmart.net
www.familychirocenter.net
Note: Looking to sell or purchase a practice, sell or purchase equipment or looking for employment, postings are free so reply back with them by Thursday for the Friday e-mail
E-mail message this week .. Window of Opportunity
I always ask during my initial new patient consultation how they heard about our office. In my town there are a number of fine chiropractors so why ours. The answer may be their insurance company, a referral from a patient or just driving by and always seeing our sign. Needless to say, I’m glad they stopped by and most satisfied when I know I can help. As usual, word of mouth via patient or community referrals are always best but once they are handed to you, handling them correctly is crucial as the window or better the clock of opportunity begins to tick.
The first impression is not your sign, not the ratings on Google the first impression is how the phone call is handled. How many time do you call a business, better yet a doctor’s office and have to go through multiple rings or worse loops and hoops prior to speaking to someone. Is the first impression a robotic non caring human or an answering machine like CA that is just doing their job, really what they were or were not taught. Can you make a first impression another time, probably not to the level you wanted. After reading this, sit quietly and consider how your front desk person is managing their job, how they multi task and how confident are you that their knowledge and tone seals the deal in a fantastic first impression way, caring, compassionate, emphatic but all the while a leader bringing them to your office and with great presentation bring others as well. This is the real Window of Opportunity.
The window is quite narrow and quick to close. A poor first impression takes time to recoil. Insincere response to their concerns leaves a void of trust and bodes badly during a meaningful report. Staff ambivalence deflates referrals and defeats compliance. The widow closes quickly stifling practice growth and patient results.
There is a simple solution to this, respect, respond, relate and results. Respect their concerns and fears. Respond to their physical needs and relate the chiropractic story to their problem and point them towards results. The window is now open to introduce referrals by discussing the physical demands of daily living and how the cycle of life from birth to their golden years provides a need for proactive spinal care. The window allows you to stimulate their concerns for others by outlining the need for chiropractic to all, especially those they know during sports, work and social activities. Everyone can benefit with an chiropractic evaluation and care, the impression of concern not desperation is most important
Doctor, during your next staff meeting discuss new and established patients and review the windows that need prying open and those that have already shut completely. There is no excuse losing patients because the windows were not open to your community and referrals.
Get the WD-40 and open those windows wide for success
Joel E. Margolies, DC
Family Chiropractic Center
4910 Lavista Road
Tucker (metro Atlanta), Georgia 30084
770-491-3639
www.familychirocenter.net
Life College graduate 1978, use the Activator, Impulse, SOT, Diversified, Cox Lumbar Distraction, Ulan NRT, Rapid Release, Standard Process Nutrition, Cold Laser Therapy with Multi Radiance
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