It is clearly observable, as evidenced by the fact that closing and arrival rates of prospects from screenings are well below 100%, that not everyone met in the community surrounding any clinic is of the proper mindset to become a new patient arrival, even after enlightenment at a screening or a talk. Conclusively, it is apparent that not everyone is ready to see a chiropractor, even despite experiencing symptoms annoying enough to motivate anyone else to seek treatment. Should one express a need to solve a health concern yet possess no desire to seek help from a chiropractor, what solution, then, will he actually want? Survey of thousands of screened prospects revealed one common request.
A Trick Question by Screening Prospects
“Is there anything I can do on my own?”
Do not fall into the trap of this question, for there are many wrong answers most commonly given, but only one right one which will be surprisingly effective.
A Secret Answer to This Question That Will Result in Tons of New Patients…Eventually!
While most chiropractors are discouraged by this question asked by countless answer-seekers, and feel this should be answered with disinterest or a “cutting loose” of a patient prospect therein labeled “unqualified”, there is an answer that will actually provide advice as well as turn that person into a patient. All that is required of a doctor or screener who will give such an answer is one particular element: patience.
So What IS the Right Answer to This Question?
If your prospect is of the mindset that he need not see a chiropractor, even despite the best screening and closing efforts, and it will take more than five minutes or the rest of the lecture time to convince him, there is only one possible answer to this question that will give you any chance of bringing him in as a new-patient, Day 1 arrival:
“Yes! There IS something YOU can do!”
Again, the key to using this effectively is patience. Without patience to spend more than just the first contact with the person, this whole concept comes unwound.
Screening Secret Weapon: Patience Will Provide Patients
Where then does all this patience come in and what does it really mean? It actually has little to do with tolerance or acceptance of the patient’s remarks or comments, his way of being or even his demeanor. It is a patience of the promotional process and many basic principles governing it.
Such patience, therefore, is more of a faith that in a system of follow-through, providing an effective introductory service, even more basic than a four-day report, which extends beyond the screening and establishes continued contact with the person. The days are over where screening prospects lose contact with chiropractors immediately following the event. Meanwhile, such real help offered effects a slight change in the person’s condition and serves to inflate his interest increasing the likelihood of his visit to the clinic, all the while keeping him in regular touch with doctor and staff.
In effect, he is being serviced, just at a much milder, more easily accepted level.
The Means to Close Nearly EVERY Screening Prospect
As stupidity would imply a lack or loss of intelligence, failure of innate intelligence therefore could be assumed to be a “physical stupidity”. This has been coined in an earlier Screening Experts blog as “Innate Stupidity” (see blog of the same title)not merely to have a label, but to impart the concept that education as an antidote to lack of understanding of every area cannot always be achieved in five minutes. Some disciplines take years to assimilate. Witness the very education given to license one chiropractor and it will become clear why these many years of experience may not stick on the first go with the newly-met community prospect. He requires much more enlightenment.
Indeed, to close EVERY screening prospect, one only requires the basic consideration that each individual met has a different intelligence level, both educational and innate, and that all require different lengths of indoctrination period to become of the correct state of mind to at least be interested in a diagnosis and report of findings.
Keep In Touch: The Answer to Drastically Increasing Your Close Rate
Any given screening can yield wildly varied quantity of qualified prospects arriving in the clinic, a factor that, until now, was considered to be based on the “closing skill” of the screener. While such skill can be considered to be real, and where several different screeners may yield varied results, it is not the quality of the screening method but only the rapidity with which the screener himself can get the prospect through the various grades of intelligence which add up to a prospect ready to take the next step. Many can make this happen in a short span – many cannot. It is arguable in any case that, despite the best skill in closing, all will experience a number of those who do not close.
If the time factor is taken out of the new patient equation, a new look is possible. Offering a service that goes beyond the screening yet is not quite a commitment to visit the clinic is just the ticket to answer a surveyed need. That is the need of the person to take some action on his own.
While any manner of services can be offered, and many doctors will be able to devise a program just in reading this article, there are definite surveyed points of interest of screening prospects which can be targeted and a new program has been devised to handle this.
The Screening Experts “Keep in Touch” Program
There is a new program developed by Screening Experts which will establish a solidity of contact and relationship with screening prospects not ready to close on event day, yet will not create the dreaded situation offices experience where the prospect is nowhere to be found after screening day, be it not answering the phone, or giving as his own the number to a local bowling alley. This program offers several new introductory services which can be offered in lieu of an initial evaluation but which keep constant contact with the prospect, a contact with which that prospective new patient is in full agreement.
To find out more or actually attend a seminar on this in the online learning center, call Screening Experts now for a link to the courses catalog. After a 60-90 minute training, you will be able to turn previously “cut-loose” prospects into future lifetime patients.
Keep in touch…that’s the best screening advice ever!
Frank Sardella
Screening Experts
(845) 787-3349
Tuesday, April 3, 2012
Tuesday, March 20, 2012
If New-Patient Failure, Patient Attrition Suggest Chiropractic Alone Is Not Enough, What Is?
It is well-known fact, and a matter of basic arithmetic, that the majority of people contacted at a screening do not become patients. Additionally frustrating is a long-standing dilemma for chiropractors that many who do become patients drop out from treatment well before completing corrective care plans despite the most thorough patient education. With such power to heal even the severest of conditions, why would such a treatment be lost on a majority of the populace?
Mathematical Proof For Skeptics
To the many that may raise an eyebrow to this fact, it is advised to do a mathermatical calculation of the number of patients ever treated over the entire course of a practice to date divided by the current population of the surrounding communities within reach of the clinic itself. It is an eye-opening statistic indeed to find that one would have to stretch his imagination to even call the resultant percentage "minimal".
The Riddle of Why Chiropractic Sometimes "Doesn't Take"
What then, if chiropractic alone is not providing a viable solution, could account for such dismal failure to reach and make well the majority of a chiropractor's community? A dramatically-changed demographic concurrent with promotion of personal destructive self-care practices has shed much light on a seemingly formidable "destructor" yet has yielded ideation of a potent solution far beyond the hopes and dreams of basic chiropractic motivations.
Chiropractic Superiority Is Not Enough
As valid a suggestion it may be that chiropractic is a superior treatment to many others, especially in comparison to the “treatments” of surgery, “modern medicine” and pharmacology, and though it accomplishes health restoration by tracing symptom manifestations back to a physical cause, such logic does not however take into account that the physical cause itself has as its source what shall be called an “action cause”, i.e. something the patient himself is doing or not doing that is non-optimum to the state of his current health and well-being and that is creating the physical health problems within the body which are generating the symptoms.
Whereas the effectiveness of chiropractic treatment is based on an axiom that a body's wellness depends upon an innate intelligence, a basic ability of the body to function, or when injured or ill, to heal itself, it is the action (or inaction) of the actual person controlling the body that actually does the damage and, unless that situation is remedied, no amount of adjustments will restore body health to normal or optimum condition. It is for this reason that something more is needed, something which may have been lost over the last century or perhaps had never been discovered.
The Patient's REAL Problem Exposed
Poor posture habits have been to blame however, in a society steeping in Red Bull, alcohol, sugary sweets and the like, and subjected to a bombastic TV advertising parade of “wonder drugs”, energy in a bottle, weight-loss pills and fast “food” that wreaks causticity, bodies are deteriorating at a faster rate than ever, and such a withering away of healthy cells and tissue eventually compounds into dreadful conditions leaving one open to further illness and injury. With lowered energy levels and high stress resulting in low productivity, low morale and an overall lazy demeanor, the situation is exacerbated and poor posture follows only to further aggravate an insidiously deteriorating body. Subluxation results however, it becomes apparent that merely addressing spinal alignment will not effect the restoration of function.
Certainly chiropractic adjustments can restore communication within the body although not much good can come of it if the cells themselves comprising the various organs and systems are in likewise unwell condition. It is the person himself causing all of his own health difficulties. In his defense, he may not even know that, though such ignorance does not excuse anyone from responsibility for his own body. Just as a homeowner needs to understand the conditions of upkeep of a house or property, so does anyone need an understanding of the workings and processes of his own body.
If Not Chiropractic, Then What?
If chiropractic is not enough then, what is? It only requires further employment of its own logic to answer this. Just as chiropractors looked behind the curtain of “symptoms” many years ago to expose the fallacy of medical “solutions”, they must now peel back the veneer of “physical cause” to reveal the true mastermind behind an unhealthy body that will resist the best efforts of any chiropractic adjustment or treatment regimen: the destructive habits of the owner of said body.
This little rascal is getting into all sorts of trouble, and it is his very lifestyle that is compounding the problem. He may not be entirely to blame as he has likely learned from “sources” which only had as their goal a total failure and, perhaps, an improved addiction to profitable medicine (i.e. a lifetime patient). Regardless of blame, if his warped view of bodily care is not adjusted itself, no manipulation of the spine will be of even the most temporary benefit.
Revolutionary Screening and Promotion Process
It is clearly time for a change in how patient care is approached. Changing habitual trends in society have created a demand for it by weakening the effect of traditional chiropractic solutions. A new era of chiropractic ushers in change of these factors – the factors that involve a deterioration causing poor body conditions actually superior in importance to subluxation. A new approach is needed addressing the whole person with all of his habits and a better patient-educational solution is imminent. Something new and beneficial is on the horizon including whole care which will change lives. Don't watch for it, create it.
New Screening Experts Solution Forthcoming
More to come on this subject! Screening Experts is on the verge of launching the most revolutionized screening procedure ever which will change the face of how new patient promotion and practice marketing are viewed. Stay tuned!!!
Frank Sardella
www.chiropracticscreeningexperts.com
(845) 787-3349
Mathematical Proof For Skeptics
To the many that may raise an eyebrow to this fact, it is advised to do a mathermatical calculation of the number of patients ever treated over the entire course of a practice to date divided by the current population of the surrounding communities within reach of the clinic itself. It is an eye-opening statistic indeed to find that one would have to stretch his imagination to even call the resultant percentage "minimal".
The Riddle of Why Chiropractic Sometimes "Doesn't Take"
What then, if chiropractic alone is not providing a viable solution, could account for such dismal failure to reach and make well the majority of a chiropractor's community? A dramatically-changed demographic concurrent with promotion of personal destructive self-care practices has shed much light on a seemingly formidable "destructor" yet has yielded ideation of a potent solution far beyond the hopes and dreams of basic chiropractic motivations.
Chiropractic Superiority Is Not Enough
As valid a suggestion it may be that chiropractic is a superior treatment to many others, especially in comparison to the “treatments” of surgery, “modern medicine” and pharmacology, and though it accomplishes health restoration by tracing symptom manifestations back to a physical cause, such logic does not however take into account that the physical cause itself has as its source what shall be called an “action cause”, i.e. something the patient himself is doing or not doing that is non-optimum to the state of his current health and well-being and that is creating the physical health problems within the body which are generating the symptoms.
Whereas the effectiveness of chiropractic treatment is based on an axiom that a body's wellness depends upon an innate intelligence, a basic ability of the body to function, or when injured or ill, to heal itself, it is the action (or inaction) of the actual person controlling the body that actually does the damage and, unless that situation is remedied, no amount of adjustments will restore body health to normal or optimum condition. It is for this reason that something more is needed, something which may have been lost over the last century or perhaps had never been discovered.
The Patient's REAL Problem Exposed
Poor posture habits have been to blame however, in a society steeping in Red Bull, alcohol, sugary sweets and the like, and subjected to a bombastic TV advertising parade of “wonder drugs”, energy in a bottle, weight-loss pills and fast “food” that wreaks causticity, bodies are deteriorating at a faster rate than ever, and such a withering away of healthy cells and tissue eventually compounds into dreadful conditions leaving one open to further illness and injury. With lowered energy levels and high stress resulting in low productivity, low morale and an overall lazy demeanor, the situation is exacerbated and poor posture follows only to further aggravate an insidiously deteriorating body. Subluxation results however, it becomes apparent that merely addressing spinal alignment will not effect the restoration of function.
Certainly chiropractic adjustments can restore communication within the body although not much good can come of it if the cells themselves comprising the various organs and systems are in likewise unwell condition. It is the person himself causing all of his own health difficulties. In his defense, he may not even know that, though such ignorance does not excuse anyone from responsibility for his own body. Just as a homeowner needs to understand the conditions of upkeep of a house or property, so does anyone need an understanding of the workings and processes of his own body.
If Not Chiropractic, Then What?
If chiropractic is not enough then, what is? It only requires further employment of its own logic to answer this. Just as chiropractors looked behind the curtain of “symptoms” many years ago to expose the fallacy of medical “solutions”, they must now peel back the veneer of “physical cause” to reveal the true mastermind behind an unhealthy body that will resist the best efforts of any chiropractic adjustment or treatment regimen: the destructive habits of the owner of said body.
This little rascal is getting into all sorts of trouble, and it is his very lifestyle that is compounding the problem. He may not be entirely to blame as he has likely learned from “sources” which only had as their goal a total failure and, perhaps, an improved addiction to profitable medicine (i.e. a lifetime patient). Regardless of blame, if his warped view of bodily care is not adjusted itself, no manipulation of the spine will be of even the most temporary benefit.
Revolutionary Screening and Promotion Process
It is clearly time for a change in how patient care is approached. Changing habitual trends in society have created a demand for it by weakening the effect of traditional chiropractic solutions. A new era of chiropractic ushers in change of these factors – the factors that involve a deterioration causing poor body conditions actually superior in importance to subluxation. A new approach is needed addressing the whole person with all of his habits and a better patient-educational solution is imminent. Something new and beneficial is on the horizon including whole care which will change lives. Don't watch for it, create it.
New Screening Experts Solution Forthcoming
More to come on this subject! Screening Experts is on the verge of launching the most revolutionized screening procedure ever which will change the face of how new patient promotion and practice marketing are viewed. Stay tuned!!!
Frank Sardella
www.chiropracticscreeningexperts.com
(845) 787-3349
Thursday, June 30, 2011
Chiropractic Screening Club Should Be Called ‘New Patient Club’
The fact of the matter is that Chiropractic Screening Club should be renamed ‘New Patient Club’ because that’s what it’s aimed at and that’s what it does!
What is Chiropractic Screening Club?
It is more than just a practice marketing program – more than just an expert going out on your behalf doing screenings and talks to bring you those who will become new patients. It is far more than that. In fact, it is the most effective way to get those you desire as patients to come to your office and steadily increase your office visits toward your ideal volume all while cutting the expense of it by more than half! Screening Club helps chiropractors solve their practice growth difficulties. But, why become a member?
Single Word Explains Why Your Past Screening Efforts Sometimes Failed
The problem in desperate need of solution was this: Despite the most diligent efforts, why do screenings and talks produce amazing results for many but not for all chiropractors? If something works, it should “work” in all cases. But, it hasn’t. Why?
One word: frequency. It turns out that, among those using screenings and talks as a predominant practice marketing activity, those doctors who establish a schedule of screenings and talks at certain intervals effect the most predictable and steady increase in office visits. In contrast, those who do not establish such frequency, no matter what volume, show, at best, momentary increases but more commonly, stagnant or declining numbers of office visits.
Getting Volume Patients to Chiropractors Wasn’t Enough
Screening Experts was founded upon the purpose of “getting volume people under chiropractic care through screenings and talks”. Literally thousands were getting under chiropractic care in this fashion, an apparent success. Eventually, it was revealed that this generalized result, would not be enough. For it was based on a collective of all screenings done for all participating doctors and therefore, some practices expanded and some did not, all while numbers of new patients increased overall. A new direction was in order. So was a new motto.
The Screening Club Solution to Increased Office Visits for Chiropractors
With this newfound information, key factors of event scheduling were isolated by Screening Experts and worked into a formula which is now used for all clients – a formula which applied, will take virtually any chiropractor’s practice marketing budget, and get the most effective results out of it by scheduling events in a very specific way. Moving forward with this, in 2008, the motto became “volume numbers of chiropractors and their practices getting volume people under chiropractic care through screenings and talks” which firmly established that, from there forward, an increased volume of chiropractic new patients should include an increase on the part of every chiropractic practice represented.
All of which culminates in 2011 with Screening Experts’ hottest practice expansion program ever: Chiropractic Screening Club.
Joining the Chiropractic Screenings Club provides the following benefits:
• 60% off Screening Service Fees
• Free Screening Rewarded for Every 12 Done
• Incentives to Keep in Your Frequency of Screenings
• Special Advice and Tips on Screening and Lecture Venues
• Full Event Calendar and Practice Expansion Formula
All told, Chiropractic Screening Club membership allows you to realize just how far you can take your practice toward and beyond your goals. Most importantly, it will show you that, when screenings are done in an exact and precise way, they do not have to cost you a fortune. The results of this simple, cost-effective formula are yours with your membership, waiting to reward you the more you do. So, dust off those practice goals you set a while ago and call Screening Experts to find out how to join up with those who are making it happen for real.
Frank Sardella
Chiropractic Screening Experts
for more information on Chiropractic Spinal Screenings
go to: www.chiropracticscreeningexperts.com
(845)787-3349
What is Chiropractic Screening Club?
It is more than just a practice marketing program – more than just an expert going out on your behalf doing screenings and talks to bring you those who will become new patients. It is far more than that. In fact, it is the most effective way to get those you desire as patients to come to your office and steadily increase your office visits toward your ideal volume all while cutting the expense of it by more than half! Screening Club helps chiropractors solve their practice growth difficulties. But, why become a member?
Single Word Explains Why Your Past Screening Efforts Sometimes Failed
The problem in desperate need of solution was this: Despite the most diligent efforts, why do screenings and talks produce amazing results for many but not for all chiropractors? If something works, it should “work” in all cases. But, it hasn’t. Why?
One word: frequency. It turns out that, among those using screenings and talks as a predominant practice marketing activity, those doctors who establish a schedule of screenings and talks at certain intervals effect the most predictable and steady increase in office visits. In contrast, those who do not establish such frequency, no matter what volume, show, at best, momentary increases but more commonly, stagnant or declining numbers of office visits.
Getting Volume Patients to Chiropractors Wasn’t Enough
Screening Experts was founded upon the purpose of “getting volume people under chiropractic care through screenings and talks”. Literally thousands were getting under chiropractic care in this fashion, an apparent success. Eventually, it was revealed that this generalized result, would not be enough. For it was based on a collective of all screenings done for all participating doctors and therefore, some practices expanded and some did not, all while numbers of new patients increased overall. A new direction was in order. So was a new motto.
The Screening Club Solution to Increased Office Visits for Chiropractors
With this newfound information, key factors of event scheduling were isolated by Screening Experts and worked into a formula which is now used for all clients – a formula which applied, will take virtually any chiropractor’s practice marketing budget, and get the most effective results out of it by scheduling events in a very specific way. Moving forward with this, in 2008, the motto became “volume numbers of chiropractors and their practices getting volume people under chiropractic care through screenings and talks” which firmly established that, from there forward, an increased volume of chiropractic new patients should include an increase on the part of every chiropractic practice represented.
All of which culminates in 2011 with Screening Experts’ hottest practice expansion program ever: Chiropractic Screening Club.
Joining the Chiropractic Screenings Club provides the following benefits:
• 60% off Screening Service Fees
• Free Screening Rewarded for Every 12 Done
• Incentives to Keep in Your Frequency of Screenings
• Special Advice and Tips on Screening and Lecture Venues
• Full Event Calendar and Practice Expansion Formula
All told, Chiropractic Screening Club membership allows you to realize just how far you can take your practice toward and beyond your goals. Most importantly, it will show you that, when screenings are done in an exact and precise way, they do not have to cost you a fortune. The results of this simple, cost-effective formula are yours with your membership, waiting to reward you the more you do. So, dust off those practice goals you set a while ago and call Screening Experts to find out how to join up with those who are making it happen for real.
Frank Sardella
Chiropractic Screening Experts
for more information on Chiropractic Spinal Screenings
go to: www.chiropracticscreeningexperts.com
(845)787-3349
Sunday, March 27, 2011
Penetrating the Fog of 'Innate Stupidity' - Patient Referrals Revolutionized
Have you sensed it? That unknown barrier through which you force all of your promotional activities, which seems to be the only thing standing in the way of booming your practice? It is quite invisible to you but nonetheless real. It keeps your patients from referring and restrains your marketing efforts, drastically reducing their effectiveness or rendering them null. It may even keep you awake at night with frustration. All the while you try to break through it with each check you write, with crossed fingers, a lick and a promise, for yet another marketing campaign.
It shows up in the attitude of people you meet. Have you sensed it at the last public screening or talk you did? Had your extreme purpose to help restore health and vitality, your plan to supercharge innate intelligence fallen on deaf ears? You are not alone. This is a phenomenon which is experienced by most chiropractors and to which I lovingly refer as “innate stupidity” quite literally. I know, it’s pretty funny – but not THAT funny. A shrinking practice is no laughing matter. Cute name or not, it is real. Naming it is one thing. Handling it is another.
Everyone seems to have an answer to this conundrum. Your local Yellow Pages representative is especially confident in this area as evidenced by the ever-rising annual rates for an ad in the phone book. Then again, he also sells ads to the pizza shop next door, the owner of which he bedazzles with the same demographic data and “selling points” as he does you. And, who opens up the phone book Friday night at dinner time to order a house call from your office? Extra cheese and pepperoni is an easy sell, let’s face it. People naturally reach for pizza – not chiropractic. Strange, isn’t it?
Innate Stupidity
What IS this bizarre, seemingly insurmountable barrier to your efforts for new patients? Wouldn’t it be excellent if there was a law about it which would make it easier to understand? – a fundamental that can undo any barrier to new patients coming through your office door and open the proverbial flood gates? Wouldn’t knowledge of the basics of this subject be of value to you in your promotional choices and actions?
Yes, you say? Then, we are in total agreement.
What if you were to find out today that there is such a law, a guiding principle at work which, known, would empower you to get anyone you wanted under your care? And, what if you could know it and be in such good control of your marketing and promotion that you could literally take your attention off of it and focus on what you do best – restore health?
Well, you can.
From more than fifteen years of chiropractic marketing, promotion and screening and lecture experience we have been collecting information from, observing and surveying public individuals, chiropractic prospects and chiropractors themselves while field testing many resultant programs and have assessed all the results, refining them and making them more effective. While doing so, we searched for a basic understanding of what makes the typical chiropractic patient or case prospect tick. And we found some astounding answers.
The result was a culmination of all of the data that is available to date, with the latest industry trends as well as patient needs, into a program called "Screenings That Rock" which could synonymously be called "Promotion That Rocks" as these have now been found to be the same thing. The program is a combination of written materials, video demonstration and lecture as well as on-site consultation and implementation. It’s now time to put these things to good use. For the basics of the subject we now call “Innate Stupidity” have been revealed and are easily grasped.
What are these basic principles? They are the underlying reasons:
• Why some chiropractic promotional programs work and some don’t…
• Why telemarketing always seems to fail (and how to remedy it)...
• Why one program from one consulting group may work in one instance or area, and not another…
• Why some venues seem to produce good results and some don’t (and how to turn ANY venue to your advantage)…
• Why some locations yield easier results and some are like trying to do brain surgery…
• Why some public individuals will accept chiropractic as a concept and possible solution and some will not…
Factually, knowing these principles will definitely give you the edge and confidence you need to get your entire community under care, while carefully avoiding those individuals who would cause trouble and on whom care would most probably not be effective anyway.
A chiropractic screening is something which has gotten a bad rap, not in that it is an ineffective method, but only in the way in which it is considered in the minds of chiropractors and many industry professionals. We have redefined “screening” to actually include EVERY type of marketing and promotion you attempt in your practice. Yes, even a newsprint ad, website, yellow page ad or mailing. This has revolutionized chiropractic promotion in that it takes all the various strewn, seemingly unrelated categories of promotion, referrals and public events and proven them as a working whole, all of them performing the same function in a very specific sequence. With our program, referrals, advertising, public screenings and talks all fall into the same category, simplifying your life considerably.
The basic principle which underlies all promotional confusion
This is the biggest screening secret of all. We have simplified it into an easy-to-understand-and-use series of levels of “intelligence” on the subject of the body and health. They may not readily be visible to you, but they do exist and understanding them will give explanation to all of your past promotional failures and successes too! Paramount about these levels is the fact that they are a graded scale of “intelligence” on the subject of chiropractic and begin with “Innate Stupidity” and end with “Innate Intelligence”. Finding a person on this scale will enhance your ability to figure out what the person you are screening needs to bring them to the top of the scale whether reaching them face-to-face in a variety of venue types or through an advertisement. Each method of reaching simply starts at a different spot of this scale. Don’t you think knowing this scale might be important?
Want to expand? Do you want to do it steadily with confidence in set principles and fundamentals which will enable you to effectively choose and USE promotional campaigns instead of leaving it to others? It is now possible for you to learn the exact process of practice growth and the relationship your care and its success play in the promotion of your practice. You can now use this process to create a referral generation machine and make use of every natural resource you have in your arsenal and, yes, that includes ALL of your patients too.
Call the Screening Experts today to get an interview about your practice and situation. We will perform a mini-assessment free of charge and customize a program to revamp, revitalize and stimulate resurgence of your chiropractic promotional campaign and your underlying purpose too. We will prescribe a program which begins with these discussed basics which will begin the undoing of ineffective methods and put into use ones that work. Get started on the "Screenings That Rock" program now. Our dynamic campaigns will be just what the doctor ordered and will end the frustration and channel the energy toward what you do best – saving lives!
Call Screenings Inc - The New Generation of Patient Referrals
Frank Sardella
Chiropractic Screening Experts
for more information on Chiropractic Spinal Screenings
go to: www.chiropracticscreeningexperts.com
(845)787-3349
©2011 Frank Sardella and Screenings Inc. All Rights Reserved. Printed in USA.
It shows up in the attitude of people you meet. Have you sensed it at the last public screening or talk you did? Had your extreme purpose to help restore health and vitality, your plan to supercharge innate intelligence fallen on deaf ears? You are not alone. This is a phenomenon which is experienced by most chiropractors and to which I lovingly refer as “innate stupidity” quite literally. I know, it’s pretty funny – but not THAT funny. A shrinking practice is no laughing matter. Cute name or not, it is real. Naming it is one thing. Handling it is another.
Everyone seems to have an answer to this conundrum. Your local Yellow Pages representative is especially confident in this area as evidenced by the ever-rising annual rates for an ad in the phone book. Then again, he also sells ads to the pizza shop next door, the owner of which he bedazzles with the same demographic data and “selling points” as he does you. And, who opens up the phone book Friday night at dinner time to order a house call from your office? Extra cheese and pepperoni is an easy sell, let’s face it. People naturally reach for pizza – not chiropractic. Strange, isn’t it?
Innate Stupidity
What IS this bizarre, seemingly insurmountable barrier to your efforts for new patients? Wouldn’t it be excellent if there was a law about it which would make it easier to understand? – a fundamental that can undo any barrier to new patients coming through your office door and open the proverbial flood gates? Wouldn’t knowledge of the basics of this subject be of value to you in your promotional choices and actions?
Yes, you say? Then, we are in total agreement.
What if you were to find out today that there is such a law, a guiding principle at work which, known, would empower you to get anyone you wanted under your care? And, what if you could know it and be in such good control of your marketing and promotion that you could literally take your attention off of it and focus on what you do best – restore health?
Well, you can.
From more than fifteen years of chiropractic marketing, promotion and screening and lecture experience we have been collecting information from, observing and surveying public individuals, chiropractic prospects and chiropractors themselves while field testing many resultant programs and have assessed all the results, refining them and making them more effective. While doing so, we searched for a basic understanding of what makes the typical chiropractic patient or case prospect tick. And we found some astounding answers.
The result was a culmination of all of the data that is available to date, with the latest industry trends as well as patient needs, into a program called "Screenings That Rock" which could synonymously be called "Promotion That Rocks" as these have now been found to be the same thing. The program is a combination of written materials, video demonstration and lecture as well as on-site consultation and implementation. It’s now time to put these things to good use. For the basics of the subject we now call “Innate Stupidity” have been revealed and are easily grasped.
What are these basic principles? They are the underlying reasons:
• Why some chiropractic promotional programs work and some don’t…
• Why telemarketing always seems to fail (and how to remedy it)...
• Why one program from one consulting group may work in one instance or area, and not another…
• Why some venues seem to produce good results and some don’t (and how to turn ANY venue to your advantage)…
• Why some locations yield easier results and some are like trying to do brain surgery…
• Why some public individuals will accept chiropractic as a concept and possible solution and some will not…
Factually, knowing these principles will definitely give you the edge and confidence you need to get your entire community under care, while carefully avoiding those individuals who would cause trouble and on whom care would most probably not be effective anyway.
A chiropractic screening is something which has gotten a bad rap, not in that it is an ineffective method, but only in the way in which it is considered in the minds of chiropractors and many industry professionals. We have redefined “screening” to actually include EVERY type of marketing and promotion you attempt in your practice. Yes, even a newsprint ad, website, yellow page ad or mailing. This has revolutionized chiropractic promotion in that it takes all the various strewn, seemingly unrelated categories of promotion, referrals and public events and proven them as a working whole, all of them performing the same function in a very specific sequence. With our program, referrals, advertising, public screenings and talks all fall into the same category, simplifying your life considerably.
The basic principle which underlies all promotional confusion
This is the biggest screening secret of all. We have simplified it into an easy-to-understand-and-use series of levels of “intelligence” on the subject of the body and health. They may not readily be visible to you, but they do exist and understanding them will give explanation to all of your past promotional failures and successes too! Paramount about these levels is the fact that they are a graded scale of “intelligence” on the subject of chiropractic and begin with “Innate Stupidity” and end with “Innate Intelligence”. Finding a person on this scale will enhance your ability to figure out what the person you are screening needs to bring them to the top of the scale whether reaching them face-to-face in a variety of venue types or through an advertisement. Each method of reaching simply starts at a different spot of this scale. Don’t you think knowing this scale might be important?
Want to expand? Do you want to do it steadily with confidence in set principles and fundamentals which will enable you to effectively choose and USE promotional campaigns instead of leaving it to others? It is now possible for you to learn the exact process of practice growth and the relationship your care and its success play in the promotion of your practice. You can now use this process to create a referral generation machine and make use of every natural resource you have in your arsenal and, yes, that includes ALL of your patients too.
Call the Screening Experts today to get an interview about your practice and situation. We will perform a mini-assessment free of charge and customize a program to revamp, revitalize and stimulate resurgence of your chiropractic promotional campaign and your underlying purpose too. We will prescribe a program which begins with these discussed basics which will begin the undoing of ineffective methods and put into use ones that work. Get started on the "Screenings That Rock" program now. Our dynamic campaigns will be just what the doctor ordered and will end the frustration and channel the energy toward what you do best – saving lives!
Call Screenings Inc - The New Generation of Patient Referrals
Frank Sardella
Chiropractic Screening Experts
for more information on Chiropractic Spinal Screenings
go to: www.chiropracticscreeningexperts.com
(845)787-3349
©2011 Frank Sardella and Screenings Inc. All Rights Reserved. Printed in USA.
Saturday, November 20, 2010
Surprising Best Source For Chiropractic Practice Marketing Advice
Finally, the answer to the mysteries of practice marketing and promotion has been discovered, codified and published, right here in this article. Years of delivberation over which campaign, consultant or program to choose will become insignificant in light of this basic discovery, one which underlies all the marketing and promotion ever to be accomplished in the life of any practice. Precise in its accuracy and efefctive in getting results, this promotional action is more powerful than any marketing tool ever invented, and its deliverer has not one iota of training in the marketing or public relations fields, and there is an abundance of such promoters within the community surrounding a chiropractic clinic. Who are these underutilized promotional guru's? PATIENTS!
Mystery Best Source of New Patients Explained
A chiropractor's success in practice precedes him and provides the format for promotion to others. There is actually no other form. What, after all, is being promoted? It is the success of getting patients out of pain and back into life. What a better person to spread the word than the actual patient who experienced it. What's more, patients have a natural tendency to do this. It is all but an administrative exercise from there on out.
Personal Experience Dictates Successful Practice Promotion
On the Screening Experts website can be found an inspired chiropractic success story of a founder who received a miracle of chiropractic and, in turn, made career choice to do what any patient would naturally do: tell others. It is only on a larger scale that this is done. There is no rule that says one couldn't expect the same of the average patient. Their results are anything but average. Thus, as for marketing CA's, your recruitment pool is your patient database.
There it is. The solution is revealed. Your patients ARE your source of practice promotion. Use them.
Frank Sardella
Chiropractic Screening Experts
www.chiropracticscreeningexperts.com
(845)787-3349
Mystery Best Source of New Patients Explained
A chiropractor's success in practice precedes him and provides the format for promotion to others. There is actually no other form. What, after all, is being promoted? It is the success of getting patients out of pain and back into life. What a better person to spread the word than the actual patient who experienced it. What's more, patients have a natural tendency to do this. It is all but an administrative exercise from there on out.
Personal Experience Dictates Successful Practice Promotion
On the Screening Experts website can be found an inspired chiropractic success story of a founder who received a miracle of chiropractic and, in turn, made career choice to do what any patient would naturally do: tell others. It is only on a larger scale that this is done. There is no rule that says one couldn't expect the same of the average patient. Their results are anything but average. Thus, as for marketing CA's, your recruitment pool is your patient database.
There it is. The solution is revealed. Your patients ARE your source of practice promotion. Use them.
Frank Sardella
Chiropractic Screening Experts
www.chiropracticscreeningexperts.com
(845)787-3349
Invested In a Practice and Never Was Heard From Again: The Dangerous Omission of a Promotional Budget
In starting a practice, there are numerous expenses for consideration. From computers and adjusting tables, to staff and files, start-up costs can soar well beyond estimation, dwindling budget capital faster than one can sensibly predict. Such budgeting is a monumental undertaking in itself and requires keen foresight of patient treatment requirements. So much emphasis is placed upon the cost of such basics, however, the factor of foremost importance is omitted from calculation: patients. Conceived visions of a new practice often omit actual patients. A new practice therefore begins just as it appears in the architect's rendering - beautiful spaces with empty tables.
Money Cannot "Buy" Patients
As one can not "buy" patients, there is no budget allocation for them. Patients are procured through the use of promotion which is, incidentally, the most neglected expense despite its primary importance. Whereas this deems it the source of rapid practice failure, shift of its priority is therefore required for ultimate success.
Better than seventeen years advocating and promoting chiropractic has thoroughly revealed an extremely important tenet:
Practice Promotion is a matter of top priority and, on this fact alone, a practice can be made or broken.
Promotion is all too commonly devalued in importance, often ranking at the bottom of a very long list, the top of which should contain a gold-embossed policy that it should be in the number one position. Consider carefully that, although they are necessary to delivery of care, none of the other items on the budget plan will mean anything if no one ever sees or uses them
Are Creative Instincts In Practice Design Wasted?
This is not to deny that one must be creative and aesthetic in constructing a healing environment. This is of vital importance. It is only to imply that, if skimping must be done because of budget restriction, it is commonly the promotional expenses that are cut. Factually, cutting back on the other items and allocating as much as possible for promotion will generate the volume of patients and income needed for the entire budget and beyond.
The Common Budget Error
It is fairly obvious that one would not omit something as basic and neccessary as a telephone from a practice budget. Cut of adjusting tables from such a budget because they "cost too much" would be a laughable absurdity. Only sheer stupidity would account for excluding something so vital. Why, then, would anyone not estimate and allocate funds for patient procurement?
Loss of Motivation In Practice Building
With a depleted budget suppressing promotion of a newly-built practice, feelings of satisfaction and enthusiasm with the new space itself begin to dwindle with the realization that no patients have yet experienced care. This planning failure is a breakdown in understanding of the basic facts of promotion. Practice-building doesn't end with the build-out. It includes a measurable quantity of patients receiving care, a factor which requires accurate estimation and use of promotion. For until patients arrive, a new office is merely an empty space.
The Key Promotional Confusion Explained
One of the key difficulties in this zone is found to be a confusion that new practice starters have on the subjects of marketing and promotion.
The look and feel of the space, types and quality of patient treatment, various services, staff, etc., all are considered "marketing", on a par with what marketing professionals call "branding". Whatever the jargon, this is marketing in its purest form; taking a product to "market". Once so placed it must be promoted.
Promotion is how one draws attention to the marketed product to ilicit response with the ultimate intent to effect purchase. Promotion is of paramount importance and is senior to marketing in that it is the action that does the income generation. Therefore, neglect of it in budgets can make noble efforts to create a remarkable practice feel empty and wasted.
The MOST IMPORTANT Element In a Down Economy
In a so-called "down economy", promotion is king. When income is low, business is "slow" or budgets become "tight", promotion is the sole solution. It is the only expenditure that has anything to do with income. New customers equal new business with income to follow. No other expenditure directly produces this. By these terms and definitions, one could therefore conceive a brand-new practice to be failing; it has no patients or income, just in the way that thirty-year-old practice observed to have no patients nor income would, too, be considered failing.
It is a simple diagnosis to make however, a difficult pill to swallow that a practice, in its genesis, could be considered "failing" This does not, however, imply that one is a "failure". Pioneering a chiropractic practice is a noble, community-strengthening activity not comparable in any medical sphere. One is indeed a success for merely having chosen such a path.
So an entire budget gets spent on marketing with little or none left for promotion. This does not predict failure... yet. It is not difficult to find cost effective ways to promote. Witness the article in this blog entitled "No-Cost Screening Location Revealed". There are, in fact, many more ways to promote than one has ever conceived and with cleverness and ingenuity, one can revert to the correct priority structure with promotion as a primary function. So much so that funds allocated for such things as electric bills could be used instead for promotion, as the resultant new patient influx will pay borrowed funds back with profit.
Recommendations For New Practice Starters
For those starting a practice that have not calculated a budget, especially if borrowing to so start, allocate plenty of finance for promotion and resist spending it on anything but promotional actions. Although ignorance of effective promotion can add difficulty, experts can always be consulted.
It All Comes Back To Purpose
Above all, recall and reaffirmation of one's basic purpose is a fundamental which should precede the planning of any newly-founded practice, or even one taken over from another. Always make this the first step. Then realize that, without a promotional budget in place, helping anyone is all but impossible. Prioritizing promotion will turn a deep purpose into living, breathing reality. It really is that simple. Trust in it and propser!
Screening Experts provides online training and coaching as well as in-person screenings and consulting. Call today for a free practice goals assessment and potential growth and income evaluation.
Frank Sardella
Chiropractic Screening Experts
chiropracticscreeningexperts.com
(845)787-3349
Money Cannot "Buy" Patients
As one can not "buy" patients, there is no budget allocation for them. Patients are procured through the use of promotion which is, incidentally, the most neglected expense despite its primary importance. Whereas this deems it the source of rapid practice failure, shift of its priority is therefore required for ultimate success.
Better than seventeen years advocating and promoting chiropractic has thoroughly revealed an extremely important tenet:
Practice Promotion is a matter of top priority and, on this fact alone, a practice can be made or broken.
Promotion is all too commonly devalued in importance, often ranking at the bottom of a very long list, the top of which should contain a gold-embossed policy that it should be in the number one position. Consider carefully that, although they are necessary to delivery of care, none of the other items on the budget plan will mean anything if no one ever sees or uses them
Are Creative Instincts In Practice Design Wasted?
This is not to deny that one must be creative and aesthetic in constructing a healing environment. This is of vital importance. It is only to imply that, if skimping must be done because of budget restriction, it is commonly the promotional expenses that are cut. Factually, cutting back on the other items and allocating as much as possible for promotion will generate the volume of patients and income needed for the entire budget and beyond.
The Common Budget Error
It is fairly obvious that one would not omit something as basic and neccessary as a telephone from a practice budget. Cut of adjusting tables from such a budget because they "cost too much" would be a laughable absurdity. Only sheer stupidity would account for excluding something so vital. Why, then, would anyone not estimate and allocate funds for patient procurement?
Loss of Motivation In Practice Building
With a depleted budget suppressing promotion of a newly-built practice, feelings of satisfaction and enthusiasm with the new space itself begin to dwindle with the realization that no patients have yet experienced care. This planning failure is a breakdown in understanding of the basic facts of promotion. Practice-building doesn't end with the build-out. It includes a measurable quantity of patients receiving care, a factor which requires accurate estimation and use of promotion. For until patients arrive, a new office is merely an empty space.
The Key Promotional Confusion Explained
One of the key difficulties in this zone is found to be a confusion that new practice starters have on the subjects of marketing and promotion.
The look and feel of the space, types and quality of patient treatment, various services, staff, etc., all are considered "marketing", on a par with what marketing professionals call "branding". Whatever the jargon, this is marketing in its purest form; taking a product to "market". Once so placed it must be promoted.
Promotion is how one draws attention to the marketed product to ilicit response with the ultimate intent to effect purchase. Promotion is of paramount importance and is senior to marketing in that it is the action that does the income generation. Therefore, neglect of it in budgets can make noble efforts to create a remarkable practice feel empty and wasted.
The MOST IMPORTANT Element In a Down Economy
In a so-called "down economy", promotion is king. When income is low, business is "slow" or budgets become "tight", promotion is the sole solution. It is the only expenditure that has anything to do with income. New customers equal new business with income to follow. No other expenditure directly produces this. By these terms and definitions, one could therefore conceive a brand-new practice to be failing; it has no patients or income, just in the way that thirty-year-old practice observed to have no patients nor income would, too, be considered failing.
It is a simple diagnosis to make however, a difficult pill to swallow that a practice, in its genesis, could be considered "failing" This does not, however, imply that one is a "failure". Pioneering a chiropractic practice is a noble, community-strengthening activity not comparable in any medical sphere. One is indeed a success for merely having chosen such a path.
So an entire budget gets spent on marketing with little or none left for promotion. This does not predict failure... yet. It is not difficult to find cost effective ways to promote. Witness the article in this blog entitled "No-Cost Screening Location Revealed". There are, in fact, many more ways to promote than one has ever conceived and with cleverness and ingenuity, one can revert to the correct priority structure with promotion as a primary function. So much so that funds allocated for such things as electric bills could be used instead for promotion, as the resultant new patient influx will pay borrowed funds back with profit.
Recommendations For New Practice Starters
For those starting a practice that have not calculated a budget, especially if borrowing to so start, allocate plenty of finance for promotion and resist spending it on anything but promotional actions. Although ignorance of effective promotion can add difficulty, experts can always be consulted.
It All Comes Back To Purpose
Above all, recall and reaffirmation of one's basic purpose is a fundamental which should precede the planning of any newly-founded practice, or even one taken over from another. Always make this the first step. Then realize that, without a promotional budget in place, helping anyone is all but impossible. Prioritizing promotion will turn a deep purpose into living, breathing reality. It really is that simple. Trust in it and propser!
Screening Experts provides online training and coaching as well as in-person screenings and consulting. Call today for a free practice goals assessment and potential growth and income evaluation.
Frank Sardella
Chiropractic Screening Experts
chiropracticscreeningexperts.com
(845)787-3349
Tuesday, September 9, 2008
No-Cost Screening Location Revealed - Sky Limit On New Patient Appointments
LONGSTANDING CHIROPRACTIC SCREENING RIDDLE:
Where can a chiropractor show up uninvited, perform a spinal screening, invest no money and be well-received by a majority of prospects?
LONGSTANDING ANSWER:
Utpoia (alternate answer: nowhere)
NEW ANSWER:
Virtually anywhere!
As a result of an interesting and successful pilot in New York City, it has been found that chiropractic can be taken to the streets successfully in any urban, metropolitan or even rural public area making this "pie in the sky" fantasy into bona fide non-fiction. These "street screenings" are simple, easily done, require no initial monitary investment and can be even more effective than the venues that may have taken hours, days, weeks or even months to secure.
Without getting into the mechanics and particulars, the first fifteeen minutes of this pilot yielded three appointments, with a very refreshing, enthusiastic response from those approached. It was simple and it effected better and faster results than even the best of events done prior. So effective, in fact, was this new screening format that it appears one can organize a majority of practice marketing around this very concept.
Yes, there were logistics to consider and, yes, there were demographics involved and a bit of planning prior to going out. With minimal planning, however, and little or no permission required, quite an impact was made with stellar results. Screenings become such a simplicity when one need not rely on someone else's permission. Just plan it and do it.
Though this can be considered a major discovery it is really not far from the concept of patient referrals. The only difference is that one does not already know and must introduce himself to those he meets, a concept which may be out of the comfort zone for some. Even for those comforably-challenged, this concept proved to be sufficiently fun and enough of a purpose-booster to emerge the "hermitest" crab from his protective shell. This concept is a return to basics of talking about chiropractic to everyone known and met. It is also, incidentally, the fastest way found to spark a growth spurt in any practice.
Next time you find yourself in a public place, start a conversation with someone and see. It's quite an amazing experience and you will find well-qualified candidates all around you. You will find there is an easier way to do this. Try it!
Screening Experts offeres online seminars for screening technique, practice marketing and event location and set-up. Call today to find out how to learn more about how to do no-cost public screenings as they would apply to your area.
Frank Sardella
Chiropractic Screening Experts
www.chiropracticscreeningexperts.com
(845)787-3349
Where can a chiropractor show up uninvited, perform a spinal screening, invest no money and be well-received by a majority of prospects?
LONGSTANDING ANSWER:
Utpoia (alternate answer: nowhere)
NEW ANSWER:
Virtually anywhere!
As a result of an interesting and successful pilot in New York City, it has been found that chiropractic can be taken to the streets successfully in any urban, metropolitan or even rural public area making this "pie in the sky" fantasy into bona fide non-fiction. These "street screenings" are simple, easily done, require no initial monitary investment and can be even more effective than the venues that may have taken hours, days, weeks or even months to secure.
Without getting into the mechanics and particulars, the first fifteeen minutes of this pilot yielded three appointments, with a very refreshing, enthusiastic response from those approached. It was simple and it effected better and faster results than even the best of events done prior. So effective, in fact, was this new screening format that it appears one can organize a majority of practice marketing around this very concept.
Yes, there were logistics to consider and, yes, there were demographics involved and a bit of planning prior to going out. With minimal planning, however, and little or no permission required, quite an impact was made with stellar results. Screenings become such a simplicity when one need not rely on someone else's permission. Just plan it and do it.
Though this can be considered a major discovery it is really not far from the concept of patient referrals. The only difference is that one does not already know and must introduce himself to those he meets, a concept which may be out of the comfort zone for some. Even for those comforably-challenged, this concept proved to be sufficiently fun and enough of a purpose-booster to emerge the "hermitest" crab from his protective shell. This concept is a return to basics of talking about chiropractic to everyone known and met. It is also, incidentally, the fastest way found to spark a growth spurt in any practice.
Next time you find yourself in a public place, start a conversation with someone and see. It's quite an amazing experience and you will find well-qualified candidates all around you. You will find there is an easier way to do this. Try it!
Screening Experts offeres online seminars for screening technique, practice marketing and event location and set-up. Call today to find out how to learn more about how to do no-cost public screenings as they would apply to your area.
Frank Sardella
Chiropractic Screening Experts
www.chiropracticscreeningexperts.com
(845)787-3349
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