3 Things You Should NEVER Say to your patients
We all know that words have power – especially in business. How you interact with your patients can make or break your business, so you must be aware of how you speak to people. What you say matters, and if you’re not more mindful of your words, your close rates will suffer, and you could lose out on potential revenue.
With that in mind, ask yourself, are you saying one of these three things?
If so, your practice could be doomed.
Here’s how to avoid this and acquire more patients. Let’s jump in!
What makes people say yes?
Before we review the three things you should never say, it’s essential to understand why people say yes.
A decade ago, my life changed when I picked up a book and realized sales were the primary issue with my practice growth. I could not get my patients to say yes. That interest in why people say yes sparked a decade-long journey, helping me uncover the best recipe for making more sales while focusing on the most crucial variable — providing quality care.
Taking away key tactics from the auto industry, real estate, and even big pharma, I was able to help other chiropractors transform their businesses and ongoing practice success.
Many are shocked to learn how words can influence ROI for chiropractors and chiropractic patient retention.
On that note, here are the three things you should NEVER say in your practice.
Never say: “I disagree”
Not everyone will always agree — that’s normal. However, if you tell your patients you disagree, they will likely shut down.
The same applies to “you’re wrong” or similar wording. People don’t want to be challenged. This type of wording may be the difference between making a sale and never seeing that patient again.
Never say: “If you want to”
You never want to be in a situation where you tell patients to do something “if they want to.”
Remember, you are in a position of authority. NOT in a controlling sense, but based on the fact that you are in this role to help people. You have expertise in an area that can change people’s lives, which you do not take lightly.
You know what you’re doing, so always lead with that. The moment you say, “If you want to,” you’re downplaying your expertise and ability to help the patient.
For example, “I’m going to see you three times a week for the next three months if you want to.”
By adding “if you want to” at the end of a clinical recommendation, you instantly minimize it. You need to tell your patients what the plan is for them to ensure better outcomes based on your expertise. Period.
Never say: “When am I going to see you again?”
This question makes it automatically seem like you do not have a professional course of care for your patients.
Based on their needs and desired outcomes, you should know when you’ll see the patient next. Patients should be pre-scheduled or on some time of care plan. If not, and you are still determining the best course of action, refrain from asking the patient about timelines. That is not up to them. You need to be clear on when they should be coming.
You are not talking to your patients about when they’ll stop by again as if it’s a coffee shop.
Your chiropractor business is not the coffee business.
This webinar can change your practice overnight
It greatly affected my practice when I stopped saying the three things above. However, this does not end there.
Over the past 15 years, as a passionate and dedicated chiropractor, I have created actionable resources that save practices. There is nothing else like it on the market. I know because when I was seeking support, these resources didn’t exist. Even today, marketing materials for chiropractic consulting fall flat. It’s all the same, and none will make a true difference to you or your patients.
The webinar below will help you uncover game-changing strategies and tactics, including one surprising to many: You don’t need to attract a boatload of new patients to grow your practice. You can double or even triple your sales with the same number of new patients you already have.
Let’s get started
At the end of the day, there is a reason you started your practice. You want to go to work and be the doctor you set out to be. Trying to sell your expertise and services is exhausting.
So, wouldn’t it be nice if you could just show up to your practice, where patients are lining up who said yes?
You are a professional who can care for your community and improve people’s lives. That is an incredible ability and must be taken seriously.
If you’re ready to make changes that help you develop more effective chiropractic communication strategies, boost sales, and become a leader in the industry, click on the link below.
All you need to do is put in your email, and you’ll have access to resources you can’t get anywhere else.
I’m a doctor, just like you. I know what works and want to ensure our industry remains strong. We can make a difference based on the quality of care we provide.