Dear Doctor:
Do you want to attract more new patients? If there was a way to increase your referrals, would you want to know about it? Would you like to learn a method of educating your patients that causes them to stay, pay, and refer others? Well, have you noticed the impact of using questions to seize control of and direct a communication?
Skillful salespeople realize that the effective use of questions, coupled with good listening when the customer responds, is the surest way to a sale. It’s the same with our patients – we must learn to ask directed questions that lead to better patient compliance, including referrals of people they care about.
For example, instead of a technical dissertation on chiropractic philosophy, ask a subtle question to grab their attention. “Have you ever thought about how your body works?” is a better lead-in to talk about innate intelligence and self-healing than a spew of chiropractic jargon. Asking, “Do you know what your body is trying to say with this pain?” gives you an opportunity to help them understand the healing process.
To encourage referrals, ask questions to elicit and support values and priorities. You can ask, “If there was something you could do to improve your family’s health, would you want to hear about it?” Or simply, “Have your kids had their spinal check-ups yet?”
To keep the referral chain going, you can ask, “Have you thanked Mrs. Jones for telling you about our office?” and follow it up by asking, “Who’s someone you care about, who you could help the same way Mrs. Jones helped you?”
Asking questions is a fine art, one that will reward you handsomely when you master it. Two useful tools to help you refine your skills are the book “Secrets of Question-Based Selling” by Thomas A. Freese, and the new four-CD album “The Twelve Disciplines of Powerful Practices” by Dr. Alan Rousso. Become a master of questions – it’ll streamline your communication, and improve your results across the board.
Dennis Perman DC, for The Masters Circle
PS Our third quarter seminar, “Success Systems That Never Fail,” rocked the house for 600 chiropractors and CA’s in Chicago, from the wit and wisdom of motivator Dr. Danny Drubin’s ironclad formula for creating a million dollar practice, to the coolest, highest tech, yet most user friendly documentation system ever, by Dr. Maurice Pisciottano -- add in Dr. Alan Rousso, Dr. Peter Gratale’s PowerCentering Experience, specialized staff training, and so much more, and it’s a weekend you can’t afford to miss! This program will be presented only twice more – in LA, this weekend, August 6-7, and in NJ, August 27-28. To register, just call 800-451-4514 or go to themasterscircle.com.
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