Spinal Screening Failure Turned To Chiropractors' Advantage

While, by survey, many doctors of Chiropractic have been found to have gotten away from spinal screenings for various reasons, this particular practice marketing tool has been observed, more recently, to effect more practice expansion than historic proportions. This is evidenced by the fact that Screening Experts' most in-demand service has been, steadily for the last five or so years, performance of and coaching on chiropractic screenings and talks. Overall, this one-on-one interaction with prospective new patients has proven to be the utmost in new patient marketing even rivaling patient referral programs. Why, then, have so many doctors reported dismal failures in having attempted screenings? The answer lies in whether or not a doctor of chiropractic knows the three components of screening failure which, grasped and applied, can make them the three components of his ultimate success.

Reasons doctors have provided over the years, voluminous as they number, each fit into one of five basic categories. Aside from an "all-referral" word-of-mouth-based practice (still a very valid method indeed) which need not rely on screenings, the categories of reasoning are:

1. Sick of doing them or don't want to
2. Not effective at them
3. Not comfortable doing them
4. Not enough time
5. Lack of venues

Which category do you feel best describes your situation? Giving yourself a reality on these can be used to your advantage as they are an index to if you are violating three basic components of successful screenings. Learning these three principles will prove the reasonings irrelevant in and of themselves. For, here is a way of explaining them which ALL chiropractors will understand. THEY ARE SYMPTOMS, hence the word "index", a concept to which all chiropractors can relate.

Just as a pain symptom points to the subluxation, so do certain non-optimum results of a screening point to a cause. A trinity of components, all interrelated, show up the positive and negative side of this activity. Viloating them explains failure and heeding them makes success inevitable. These can be found to or may very well be THE ONLY things standing in the way of practice expansion.

To name them out they are "Basic Purpose", "Consitency of Schedule" and "Correct Venue". These are faily straighforward but a further explanation of each, in its turn, is warranted with a great deal of merit in their application.

You likely have been hearing talk about "purpose" since chiropractic school however, there are many facets to this element. Without getting into a dissertation on the purpose of chiropractic, relevent and pertinent to your own personal purpose it may be, more of a deciding factor is implied. Can you recall what motivated you to choose chiropractic as a profession? The object is to find or rediscover the impetus behind your original choice. This is the most fundamental of the three factors and it would behoove anyone to uncover it, redefine it (if necessary) and hereby reaffirm it. Take a moment to look at this one for yourself. Write it down when you have it. Don't be discouraged if you cannot locate it immediately, for it may have been covered over with "buildup" of layer after layer of practice difficulties, stresses, problems etc. over the yeaars since that fateful decision that once seemed the right thing to do. Wouldn't it be wonderful to find that purpose? Imagine peeling the layers of patient retention difficulties, insurance law confusions and limitations, legislation, the AMA and, for good measure, the news media running that same story they have turned to time and again in attempts to destroy chiropractic's well-earned, good reputation.

Once you have purpose figured out and affirmed, you have the engine to the marketing vehicle. You can then move on to establish the next element, the most violated element among the most on-purpose doctors: Consistency. An outstanding illustration of this can be observed in the sporadicness versus the regularity with which doctors schedule their screenings. Factually, the most successful are those who achieve regularity. This is so much the case that it borders on total certainty that an office that does twelve screenings per year at set, monthly intervals can expand at a faster rate than a practice that does thirty of them at random. It is on this single principle that an entire Screening Experts seminar and coching program was developed.

Having established a firm purpose, feeling motivated by it and establishing a methematically precise screening and talk schedule, all as a first priority of business, the final component, "Correct Venue" can be examined and utilized.

It has become apparent to many that some screening and lecture venues are better and more successful in generating new patients than others. Many already have their "choice" venues in mind (i.e. venues with high yield of "qualified" prospects, e.g. corporate events). While it is certainly true that the type of venue can have an effect on the volume and quality of new patients, the very reason it is hereby included in these factors, it is listed as the last element because it ranks in least importance among the three. This is for the simple reason that this component will not work effectively when taken alone or worked on primarily - purpose and consistence being prerequisite to making this one fly. With these other two established, the third can work to take an unqualified volume of new patient prospects into a very streamlined, desireable majority - in short, abundance of good quality patients!

It is plain to see, knowing these three vital factors, that whether you are showing up to screen in a Starbucks, health club, corporation, supermarket, street fair, etc., if you desire ultimate optimum results, it would be wisest to really get the fire lit under that purpose for being a chiropractor (instilling it in yourself AND your staff, especially if staff is handling it for you), establish a desireable volume of screenings scheduled at consistent intervals (without too much attention on venue "quality") and ONLY THEN, evaluate and take action to increase quality of venues, getting rid of lower quality ones and replacing them with ones of higher return. It is by no means the only formula to succeed, but it sure is an efective one. This is a very effective Screening Experts method. Try it and see if it isn't successful for you too.

There are more details involved with this principle, especially with the "Correct Venue Type" point, although one could achieve a booming practice just applying what he reads in this article. For further information and study, attend an online seminar, training or receive coaching on this material. Call Screening experts at (845) 787-3349 or send email inquiries to frank.screenings@live.com.

The Screening Experts are here to make you an expert at Screenings!

Best,
Frank Sardella
Screening Experts
www.chiropracticscreeningexperts.com
TEL (845)787-3349