OK, so your chiropractic business isn’t pulling in as much money as you like. What are you going to do about that?

I’m going to assume that you haven’t found a lot of luck selling basic services. Is that right? Yeah, I thought so. Naturally, you want to find something that will bring in more clients, and maybe they will spend more money on the latest… I don’t want to call them gimmicks, so let’s just say they aren’t core services.

Let me guess. You have your eye on decompression, neuropathy, weight loss. Maybe you throw a little cold laser, hot laser, and warm laser in there.

I’m not reading your mind. I’ve just talked to a lot of chiropractic CEOs. I know businesses need revenue, and I know how most owners run after the latest gizmos to boost those revenues.

I have some bad news for you.

Don’t worry, though. I also have some really good news. It’s just not what everyone wants to hear.

Selling Extra Services Is Hard

Here’s the thing: selling all of those extra services is really hard. It isn’t impossible, but it’s damn hard.

And here’s a truth bomb for you: if you can’t sell simple adjustments, you definitely don’t know how to sell extra services.

This isn’t obvious to everyone, so listen to me and avoid investing in equipment that’s just going to run your business further into the ground.

I’m serious. If someone doesn’t want to spend money on an adjustment, which costs very little, why would they spend considerably more on a treatment they’ve barely heard of?

Do you think the expensive thingamabobby sells itself? Listen, nothing sells itself.

I bet the reality is sinking in for you right now. Good. You’ve just avoided a huge mistake.

Now, we can move on to the good news.

Learn to Sell Something Simple First

You’re a chiropractic CEO. You already have a lot of things you can sell your clients. Once you learn to sell what you already have, that’s when you can think about moving on to the more complicated stuff.

The lesson? Learn to sell something simple first.

That’s where you get the critical skills you’ll use to sell more expensive, complicated services later.

You cannot sell the big thing before you learn to sell the small thing. That isn’t how this works. If you try that approach, you will ruin your business.

This isn’t just me talking. This is what I see from hundreds of people who come to our chiropractic sales training masterclass.

Start Safe Before Getting Risky

I want you to notice that I’m not saying you should never try to sell the big, complicated, big-ticket thing. If those services fit your practice, you should absolutely add them.

But you should wait for the right time.

When you start a practice, you’re selling simple, effective services. You already invested in adjustments when you went to school to learn chiropractic.

Are you making a return on that investment yet? If you’re not, then you’re not ready to take a bigger risk.

And those other services really are risky, especially when you don’t know how to sell them. I can’t tell you how many chiropractic businesses get buried in debt. Then, they fail because it’s impossible to pay off debt when they don’t have enough money coming in.

And, of course, there isn’t enough money coming in. You’re throwing all of these options at your clients. It just confuses them.

It’s like going to a restaurant with a 10-page menu. It’s hard to decide what you want. What’s going on here? Does this place make Mexican or Indian food? I’m confused just thinking about it.

You feel me on this, right? You’ve seen it happen.

A Great Sales Process Doesn’t Need to Change

So, what’s the right approach? How can you build a solid business and continue to grow that business over time?

It starts with a sales process that works. If you can perfect selling those simple adjustments, you’ll eventually be able to add more complicated services that cost more money.

The amazing thing is that the sales training you need to sell the simple thing also works with the complicated thing. It isn’t really that different, but you need to get that sales process down. You need to know it in and out. If closing sales doesn’t feel like a natural part of your job, you’ve got a long way to go before you move into the bigger stuff.

That’s not a criticism. It’s just a fact. Everyone starts somewhere. It takes time to build skills, and sales is a skill.

Let’s Get Really Good at Selling Simple

Chiropractic training teaches you a lot of useful things, but I don’t see programs teaching students how to run successful businesses.

That’s where sales training comes in. And let me tell you, you can learn a lot in just a couple of days. Apply what you learn, experiment, get comfortable. Maybe you’ll move on to more services in the near future.

Right now, it’s time to lay the foundation that will serve you over years of success.

Since you’ve read this much, head over to our YouTube channel and watch me make a big mess in the kitchen. I talk about sales, too, but the most entertaining part is when I nibble on eggshells. It’s worth a look.