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 .