Saturday, November 10, 2012
Chiropractic Screening for New Patients Success Video
Atlanta Chiropractor gets new patients using the chiropractic screening experts. Hear her practice marketing success.
Tuesday, September 18, 2012
Why Do So Many Chiropractic Screening Prospects Refuse Your Offer?
Have you followed scripts exactly, to letter-perfect precision with no result? Did you conclude that people "just don't get it"?
Do you anticipate an easy close on prospects who circle a majority of symptoms on your Stress Survey only to have them walk away uninterested?
Have you observed that often times chiropractic just doesn’t seem to “sink in” or that prospective new patients must be too "below the level of intelligence" to understand?
These questions are asked in frustration by the most knowledgeable of chiropractors and screeners. Understandably, it’s difficult to comprehend how the basics of nerve interference are not obvious to everyone. If you can grasp it, why can’t everyone else?
Do closing failures indicate you possess more intelligence than everyone else?
Many screeners have considered that people are not intelligent enough to understand the subject. This would imply the absurdity that only the smartest people choose chiropractic and that aptitude tests could take the place of posture screenings. Chiropractic is very simple and easy to understand. So, defined as “capacity for understanding”, it provides neither valid explanation nor workable solution.
It is complete irony that the word “intelligence” is used to explain screening failure as, defined alternately as “knowledge or information itself, often secret,” it reveals a key problem to the screener getting his product of an interested qualified person who books and shows up for an appointment.
Though the next logical question would be "what knowledge or information?", one should be more concerned with how the information itself is relayed and when. For there are stages of revelation which when followed in sequence, actually effect a proper and successful close.
What is the key point that forms the make-break of screening success?
The make-break lies in what is being told to prospects. The information itself is not at fault so much as the un-timely relay of such information. Actually, many scripts can be blamed for premature relay of such information if certain aspects of a prospect mindset are not known. Information must be time-release in nature.
Government “intelligence” is granted in levels of “clearance”. Anyone attaining more ability and trust is given higher clearance. Think of a prospective new patient at different stages of "clearance". Information should therefore be given on a progressive “need-to-know” basis. You could similarly consider the methods most screeners follow to unknowingly provide an "intelligence leak" which analogously "ruins the entire operation".
Such "leaks" abound in the spoken words, written materials and displays of screeners everywhere.
What is the key attribute of a new patient prospect who actually shows up in your office?
Any prospective patient who ever arrived for an introductory visit in your clinic knew enough to arrive and no more. Obviously there were a few things he didn't know that he wanted to learn or he would never have contacted you in the first place. The key attribute is therefore a need to know. That is the factor that creates an arrival.
Why don't ALL screening prospects become new patient arrivals?
The main cause of closing failure is the screener's confusion of persons interested in getting a screening with those who would like an appointment or who actually arrives in-office for an introductory visit. These are two different mindsets which must never be confused.
The desire to visit your office is a mindset that has been created (by whatever means) and there is a specific thought process every arriving prospect goes through (regardless of referral source) before actually showing up.
The majority of people who walk up to you at a screening are not even at the beginning of that process. Therefore a person must be brought into contact with the subject matter and guided through it sequentially before any appointment-making or office-arriving can take place.
If you could know the exact anatomy of a new patient thought process, would you even need a script at all to guarantee results?
The problem is that most screeners, even if following the best-scripted procedures, don't really know or understand the thought process of new patient prospects. While, on occasion, you may encounter people at a screening who already are in the “new-patient-arrival” mindset, which probably accounts for many of the ones you close now, failures to close usually involve screening "the oblivious" and treating them as though they are in an an arrival state of mind. This actually repels them, deflating any interest in your offer.
This explains the person who checked off a majority of symptoms and surprisingly walked away without signing up. How can that happen?
It becomes obvious then that one needs to know what is on the mind of screening prospects to know what to say, what not to say and in what sequence if any appointments or arrivals are to result. No script anywhere can deliver that. You must develop expertise and instinct in this area.
That's about all you need know about screening technique.
How can you ensure a maximum of appointments and minimum of no-shows?
Successful screenings involve techniques for getting prospects interested by knowing what they are thinking and giving them the right information, at precisely the right moment, and no more. It is not a scripted thing. It is a specific process that produces a proper close. You can master it.
Most chiropractors and screeners already possess the base knowledge on the subject of chiropractic to become masters of this however all make similar key mistakes that, once corrected, enable a miraculous resurgence of ability and results.
The Screening Experts Online Coaching program reveals and immediately corrects the key screening errors, teaches prospect thought processes and provides an exact, simple sequence to follow to close qualified prospects and increase arrivals too.
Though there are many materials and unlimited coaching on the subject, just from watching less than 10 minutes of video, reading over the Screenings "Rulebook" and "Playbook" and spending your first hour of live coaching, a lasting change is made in most everyone.
No scripts – just steps to get a maximum of appointments, a method based on nearly 2 decades of on-the-ground, "in-the-trenches" screening experience and observation which has gotten thousands under chiropractic care.
Increase your volume and quality of qualified new patient appointments now. To learn more about this process call the Screening Experts at (845) 787-3349 or visit www.chiropracticscreeningexperts.com .
Do you anticipate an easy close on prospects who circle a majority of symptoms on your Stress Survey only to have them walk away uninterested?
Have you observed that often times chiropractic just doesn’t seem to “sink in” or that prospective new patients must be too "below the level of intelligence" to understand?
These questions are asked in frustration by the most knowledgeable of chiropractors and screeners. Understandably, it’s difficult to comprehend how the basics of nerve interference are not obvious to everyone. If you can grasp it, why can’t everyone else?
Do closing failures indicate you possess more intelligence than everyone else?
Many screeners have considered that people are not intelligent enough to understand the subject. This would imply the absurdity that only the smartest people choose chiropractic and that aptitude tests could take the place of posture screenings. Chiropractic is very simple and easy to understand. So, defined as “capacity for understanding”, it provides neither valid explanation nor workable solution.
It is complete irony that the word “intelligence” is used to explain screening failure as, defined alternately as “knowledge or information itself, often secret,” it reveals a key problem to the screener getting his product of an interested qualified person who books and shows up for an appointment.
Though the next logical question would be "what knowledge or information?", one should be more concerned with how the information itself is relayed and when. For there are stages of revelation which when followed in sequence, actually effect a proper and successful close.
What is the key point that forms the make-break of screening success?
The make-break lies in what is being told to prospects. The information itself is not at fault so much as the un-timely relay of such information. Actually, many scripts can be blamed for premature relay of such information if certain aspects of a prospect mindset are not known. Information must be time-release in nature.
Government “intelligence” is granted in levels of “clearance”. Anyone attaining more ability and trust is given higher clearance. Think of a prospective new patient at different stages of "clearance". Information should therefore be given on a progressive “need-to-know” basis. You could similarly consider the methods most screeners follow to unknowingly provide an "intelligence leak" which analogously "ruins the entire operation".
Such "leaks" abound in the spoken words, written materials and displays of screeners everywhere.
What is the key attribute of a new patient prospect who actually shows up in your office?
Any prospective patient who ever arrived for an introductory visit in your clinic knew enough to arrive and no more. Obviously there were a few things he didn't know that he wanted to learn or he would never have contacted you in the first place. The key attribute is therefore a need to know. That is the factor that creates an arrival.
Why don't ALL screening prospects become new patient arrivals?
The main cause of closing failure is the screener's confusion of persons interested in getting a screening with those who would like an appointment or who actually arrives in-office for an introductory visit. These are two different mindsets which must never be confused.
The desire to visit your office is a mindset that has been created (by whatever means) and there is a specific thought process every arriving prospect goes through (regardless of referral source) before actually showing up.
The majority of people who walk up to you at a screening are not even at the beginning of that process. Therefore a person must be brought into contact with the subject matter and guided through it sequentially before any appointment-making or office-arriving can take place.
If you could know the exact anatomy of a new patient thought process, would you even need a script at all to guarantee results?
The problem is that most screeners, even if following the best-scripted procedures, don't really know or understand the thought process of new patient prospects. While, on occasion, you may encounter people at a screening who already are in the “new-patient-arrival” mindset, which probably accounts for many of the ones you close now, failures to close usually involve screening "the oblivious" and treating them as though they are in an an arrival state of mind. This actually repels them, deflating any interest in your offer.
This explains the person who checked off a majority of symptoms and surprisingly walked away without signing up. How can that happen?
It becomes obvious then that one needs to know what is on the mind of screening prospects to know what to say, what not to say and in what sequence if any appointments or arrivals are to result. No script anywhere can deliver that. You must develop expertise and instinct in this area.
That's about all you need know about screening technique.
How can you ensure a maximum of appointments and minimum of no-shows?
Successful screenings involve techniques for getting prospects interested by knowing what they are thinking and giving them the right information, at precisely the right moment, and no more. It is not a scripted thing. It is a specific process that produces a proper close. You can master it.
Most chiropractors and screeners already possess the base knowledge on the subject of chiropractic to become masters of this however all make similar key mistakes that, once corrected, enable a miraculous resurgence of ability and results.
The Screening Experts Online Coaching program reveals and immediately corrects the key screening errors, teaches prospect thought processes and provides an exact, simple sequence to follow to close qualified prospects and increase arrivals too.
Though there are many materials and unlimited coaching on the subject, just from watching less than 10 minutes of video, reading over the Screenings "Rulebook" and "Playbook" and spending your first hour of live coaching, a lasting change is made in most everyone.
No scripts – just steps to get a maximum of appointments, a method based on nearly 2 decades of on-the-ground, "in-the-trenches" screening experience and observation which has gotten thousands under chiropractic care.
Increase your volume and quality of qualified new patient appointments now. To learn more about this process call the Screening Experts at (845) 787-3349 or visit www.chiropracticscreeningexperts.com .
Tuesday, April 3, 2012
What Are the 3 Chiropractic Screening Mistakes That Guarantee a No-Show?
Did any screening prospects ever ask you for your card instead of accepting your special offer for a consultation or tell you they are not ready to do anything right now?
Have you gone into your close and had a new patient lead ask, "Well, can I just call the office to schedule?" or tell you "I have to check my calendar?" even though he works regular shifts or is holding his iPhone right there in front of you?
Has someone asked you toward the end of your screening, "Is there anything I can do on my own?"
These are the most popular ways new patient screening prospects balk at offers made by the best of chiropractic screeners which as a result have become the focus of much discussion, speculation and frustration to the end of whole theories and scripts being developed just to handle them.
Have You Ever Used a Script To Handle an Objection At a Screening?
Do you have a way of "answering objections" which you use to get new patient prospects to book appointments? Even if you merely are searching for good scripting to be so able, chances are you are doing three things to guarantee a no-show in your office. In exact sequence, they are:
1. First, Rehearsing and Using Scripted "Objection Handlings"
2. Then, Challenging and "Handling" the Objection
3. Then, Pushing Prospect To Book Despite Original Objection
These are the three errors that cause all of the trouble and, yes, booking the appointment is actually a big mistake, ridiculous though it may seem.
While you may be trying desperately to learn "how to handle objections" or looking for the magic words to do so, you probably have yet to find something that really works despite the broadest of search efforts you have made or the best of advice you have been given by top consultants and coaches. Have you ever wondered why that is?
Why Don't Scripted Objection Handlings Seem to Work?
You are actually looking in vain for solutions to the prospect "objections" problem. There is a distinct reason these objections come up in the first place and it has nothing to do with schedules, desire to call you in the future or any other reason prospective patients can dream up and feed you to escape the dreaded close. Therefore, taking up objections is pointless.
That said, don't take objections personally. They are seldom personal. As a matter of fact, in many cases, the person is seeking to look out for your feelings. In some way they seem to think that refusing you outright would somehow ruin you or at least your day. Some have even gone as far as booking the appointment with you to avoid this and, of course, didn't show. This probably accounts for most of your no-shows for an initial visit.
This is beside the point. If a person is rejecting your offer it is because something else is wrong.
What Do Rejections and Objections Actually Indicate?
To fully understand this, you must have an understanding of basic screening philosophy. While this is adequately covered in our online coaching and training resources, suffice to say there are a few factors about screening prospects you need to understand before knowing what it means when "the close didn't work" and the prospect is trying diligently to escape the clutches of "another salesman" trying to convince him of having to do something he doesn't wish to do by throwing out random and silly objections.
What do the objections actually indicate? They actually prove up whether or not you got the new patient prospect to look at the right things in the right sequence, if you gave him certain information to think with and carefully withheld other factors. It is a game of checks and balances and is a precision activity. Therefore the objection indicates you did not get the person to make some key decisions anyone needs to make in order to be even remotely interested in your offer. You merely violated a process and that has to be fixed before you can get a good solid close. Handling objections is an ignorance of that one fact alone.
What Do Nearly All Screeners Lack?
Neither absence of purpose nor depleted enthusiasm can be at fault. These are never to blame, for most screeners doing this job have a very strong sense of purpose to help others find out the truth about their health and want them to control their wellness "destinies" so to speak.
What they lack is understanding of who they are screening. This is not a psychological thing. It is not an understanding so much of what someone thinks in general or even how they think. It means that there is a state of mind specific to people who first visit chiropractic clinics, created by a series of conclusion the person himself made, with or without the help of another. It is an understanding of a thought process that will let a screener automatically know what to do and say to convince a person to visit the office. All scripts become obsolete at that very moment and objections are no longer a problem. They are actually prevented.
How Do You PREVENT Objections From Even Coming Up?
The answer is simple. Know the mindset of the person in front of you. When he walks up to you, know what he knows and thinks and what he will respond to. What he will respond to is something very specific and it is not what most chiropractic screeners are offering.
Once you strip away the key errors and then reveal the actual thought process to the screener so as to create the ability to "think on his feet", he can succeed without robotic scripting. In other words, teach him to know what his prospect is thinking, what he knows, what he needs to know and what he shouldn't come to know at the screening and you have arrived. Objections start to disappear and no-shows become less frequent.
The Screening Experts Online Coaching - Module A Training
Module A Training is an online learning program that features training manuals, videos, webinars and live personalized coaching all in the name of handling the exact process and enabling the screener to atract maximum participation in a screening with the result of an abundance of appointments and a much better arrival rate on booked appointments. Though the materials are abundant, most trainees achieve a major change in skill within the first 1-2 short coaching sessions and a very brief review of a fraction of the materials.
Call today to get a free Start-Up Analysis which will assess where you are in terms of practice goals and as well, effectiveness of your current marketing, return on investment and a correction of any miscalculations in budget or returns. This will reveal any potential income you may be losing. For sure, if you don't know these key principles, you are losing income every time you go out and perform a screening. That can end today and you can start treating those people you may have otherwise never treated for want of this understanding.
Call the Screening Experts today. (845) 787-3349 or visit www.chiropracticscreeningexperts.com
Have you gone into your close and had a new patient lead ask, "Well, can I just call the office to schedule?" or tell you "I have to check my calendar?" even though he works regular shifts or is holding his iPhone right there in front of you?
Has someone asked you toward the end of your screening, "Is there anything I can do on my own?"
These are the most popular ways new patient screening prospects balk at offers made by the best of chiropractic screeners which as a result have become the focus of much discussion, speculation and frustration to the end of whole theories and scripts being developed just to handle them.
Have You Ever Used a Script To Handle an Objection At a Screening?
Do you have a way of "answering objections" which you use to get new patient prospects to book appointments? Even if you merely are searching for good scripting to be so able, chances are you are doing three things to guarantee a no-show in your office. In exact sequence, they are:
1. First, Rehearsing and Using Scripted "Objection Handlings"
2. Then, Challenging and "Handling" the Objection
3. Then, Pushing Prospect To Book Despite Original Objection
These are the three errors that cause all of the trouble and, yes, booking the appointment is actually a big mistake, ridiculous though it may seem.
While you may be trying desperately to learn "how to handle objections" or looking for the magic words to do so, you probably have yet to find something that really works despite the broadest of search efforts you have made or the best of advice you have been given by top consultants and coaches. Have you ever wondered why that is?
Why Don't Scripted Objection Handlings Seem to Work?
You are actually looking in vain for solutions to the prospect "objections" problem. There is a distinct reason these objections come up in the first place and it has nothing to do with schedules, desire to call you in the future or any other reason prospective patients can dream up and feed you to escape the dreaded close. Therefore, taking up objections is pointless.
That said, don't take objections personally. They are seldom personal. As a matter of fact, in many cases, the person is seeking to look out for your feelings. In some way they seem to think that refusing you outright would somehow ruin you or at least your day. Some have even gone as far as booking the appointment with you to avoid this and, of course, didn't show. This probably accounts for most of your no-shows for an initial visit.
This is beside the point. If a person is rejecting your offer it is because something else is wrong.
What Do Rejections and Objections Actually Indicate?
To fully understand this, you must have an understanding of basic screening philosophy. While this is adequately covered in our online coaching and training resources, suffice to say there are a few factors about screening prospects you need to understand before knowing what it means when "the close didn't work" and the prospect is trying diligently to escape the clutches of "another salesman" trying to convince him of having to do something he doesn't wish to do by throwing out random and silly objections.
What do the objections actually indicate? They actually prove up whether or not you got the new patient prospect to look at the right things in the right sequence, if you gave him certain information to think with and carefully withheld other factors. It is a game of checks and balances and is a precision activity. Therefore the objection indicates you did not get the person to make some key decisions anyone needs to make in order to be even remotely interested in your offer. You merely violated a process and that has to be fixed before you can get a good solid close. Handling objections is an ignorance of that one fact alone.
What Do Nearly All Screeners Lack?
Neither absence of purpose nor depleted enthusiasm can be at fault. These are never to blame, for most screeners doing this job have a very strong sense of purpose to help others find out the truth about their health and want them to control their wellness "destinies" so to speak.
What they lack is understanding of who they are screening. This is not a psychological thing. It is not an understanding so much of what someone thinks in general or even how they think. It means that there is a state of mind specific to people who first visit chiropractic clinics, created by a series of conclusion the person himself made, with or without the help of another. It is an understanding of a thought process that will let a screener automatically know what to do and say to convince a person to visit the office. All scripts become obsolete at that very moment and objections are no longer a problem. They are actually prevented.
How Do You PREVENT Objections From Even Coming Up?
The answer is simple. Know the mindset of the person in front of you. When he walks up to you, know what he knows and thinks and what he will respond to. What he will respond to is something very specific and it is not what most chiropractic screeners are offering.
Once you strip away the key errors and then reveal the actual thought process to the screener so as to create the ability to "think on his feet", he can succeed without robotic scripting. In other words, teach him to know what his prospect is thinking, what he knows, what he needs to know and what he shouldn't come to know at the screening and you have arrived. Objections start to disappear and no-shows become less frequent.
The Screening Experts Online Coaching - Module A Training
Module A Training is an online learning program that features training manuals, videos, webinars and live personalized coaching all in the name of handling the exact process and enabling the screener to atract maximum participation in a screening with the result of an abundance of appointments and a much better arrival rate on booked appointments. Though the materials are abundant, most trainees achieve a major change in skill within the first 1-2 short coaching sessions and a very brief review of a fraction of the materials.
Call today to get a free Start-Up Analysis which will assess where you are in terms of practice goals and as well, effectiveness of your current marketing, return on investment and a correction of any miscalculations in budget or returns. This will reveal any potential income you may be losing. For sure, if you don't know these key principles, you are losing income every time you go out and perform a screening. That can end today and you can start treating those people you may have otherwise never treated for want of this understanding.
Call the Screening Experts today. (845) 787-3349 or visit www.chiropracticscreeningexperts.com
Tuesday, March 20, 2012
What Is Wrong With Your New Patient Consultation Offer?
What should my offer be?...
Why is this one of the most common questions chiropractors ask about screenings?
Is it the offer itself that makes a person sign up for or turn down a new patient consultation offer?
Does What You Are Offering Influence the Close At All?
It is a matter of basic arithmetic that the majority of people contacted at a screening do not become patients. This has become an acceptable norm to most screeners. Does this, however, have anything to do with what you are offering?
While many arguments could be forwarded to answer this question it is actually the wrong question to ask. It really has little or nothing to do with what you offer. In fact this problem exists even in spite of the greatest of offers ever made.
How Do People Who Accept Your Offer Differ From Those Who Do Not?
There has to be good reason for this person to take you up on anything you are offering. Further, it has to be his reason, not yours. Those who have accepted your offer and followed up found use for it. Those who turned you don found little or no use.
Everyone clearly needs chiropractic so it can seem odd why everyone wouldn't want a consultation with the doctor.
Have You Ever Turned Down Something Free?... Why?
Sure you have, even if you say you haven't. Undoubtedly you have ignored an offer that simply "doesn't apply to you" or that you have no use for. Ignoring an offer is indeed a refusal to accept it.
Have you ever seen an attorney advertisement that offered you a free consultation for a legal problem? If you have no legal problem, you have no use for the offer and ignore it, whereas someone in desperate need of legal advice responds.
It is therefore dependant on need. If you feel you need the service, you're interested in the offer. If you don't, you're not. Simple.
Do You Only Close The Ones Who 'Know They Need It'?
That would be a near complete waste of your time if it were true. Wouldn't it? You apparently do not need a coach or consultant to tell you that there are a minority of people who know what they need and would, at first glance, take you up on your offer. It is absurd to think that your only goal is to find them. Yes, they are valuable to find but the strategy of screenings has little to do with them.
The correct strategy has more to do with creating a need. It is not to interest the person in your offer. This is so true that your offer could be for something quite undesirable and the person would accept it if they were to suddenly become aware of a specific need they had and they knew your offer would somehow handle it for them. If a person is in need of something that your offer will apparently provide, they will accept it form you. If they know it is the next logical step, they will take it.
How Can You Get Prospects to Want Your Offer?
Screening skill is about getting a person to discover things about himself that a) he didn't know before or hadn't noticed, b) he is now wondering or concerned about and, c) he would now like to know more about. This is the simplicity of the process. There is little more to know.
The rest of what you need to know if how to achieve a, b and c above. There are precise steps you can take to effect that at your screenings and make more and more people interested in your offer.
It is truly easy to master.
Call Screening Experts today to find out how at (845) 787-3349 or visit www.chiropracticscreeningexperts.com for more information.
Why is this one of the most common questions chiropractors ask about screenings?
Is it the offer itself that makes a person sign up for or turn down a new patient consultation offer?
Does What You Are Offering Influence the Close At All?
It is a matter of basic arithmetic that the majority of people contacted at a screening do not become patients. This has become an acceptable norm to most screeners. Does this, however, have anything to do with what you are offering?
While many arguments could be forwarded to answer this question it is actually the wrong question to ask. It really has little or nothing to do with what you offer. In fact this problem exists even in spite of the greatest of offers ever made.
How Do People Who Accept Your Offer Differ From Those Who Do Not?
There has to be good reason for this person to take you up on anything you are offering. Further, it has to be his reason, not yours. Those who have accepted your offer and followed up found use for it. Those who turned you don found little or no use.
Everyone clearly needs chiropractic so it can seem odd why everyone wouldn't want a consultation with the doctor.
Have You Ever Turned Down Something Free?... Why?
Sure you have, even if you say you haven't. Undoubtedly you have ignored an offer that simply "doesn't apply to you" or that you have no use for. Ignoring an offer is indeed a refusal to accept it.
Have you ever seen an attorney advertisement that offered you a free consultation for a legal problem? If you have no legal problem, you have no use for the offer and ignore it, whereas someone in desperate need of legal advice responds.
It is therefore dependant on need. If you feel you need the service, you're interested in the offer. If you don't, you're not. Simple.
Do You Only Close The Ones Who 'Know They Need It'?
That would be a near complete waste of your time if it were true. Wouldn't it? You apparently do not need a coach or consultant to tell you that there are a minority of people who know what they need and would, at first glance, take you up on your offer. It is absurd to think that your only goal is to find them. Yes, they are valuable to find but the strategy of screenings has little to do with them.
The correct strategy has more to do with creating a need. It is not to interest the person in your offer. This is so true that your offer could be for something quite undesirable and the person would accept it if they were to suddenly become aware of a specific need they had and they knew your offer would somehow handle it for them. If a person is in need of something that your offer will apparently provide, they will accept it form you. If they know it is the next logical step, they will take it.
How Can You Get Prospects to Want Your Offer?
Screening skill is about getting a person to discover things about himself that a) he didn't know before or hadn't noticed, b) he is now wondering or concerned about and, c) he would now like to know more about. This is the simplicity of the process. There is little more to know.
The rest of what you need to know if how to achieve a, b and c above. There are precise steps you can take to effect that at your screenings and make more and more people interested in your offer.
It is truly easy to master.
Call Screening Experts today to find out how at (845) 787-3349 or visit www.chiropracticscreeningexperts.com for more information.
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