Why new patients lie and how you can approach them
If you’ve ever seen the classic movie Liar Liar, you know one thing for sure: people lie. Shocker, right? But here’s the kicker — new patients lie too! Well, sort of. They might not be crafting elaborate fabrications, but they definitely have a talent for not spilling all the juicy details.
So why do they keep the good stuff to themselves? Well, let’s dive into this little conundrum. Understanding why your patients play the “minimize” game can help you build stronger connections and keep them coming back for more chiropractic magic.
Spotting the Minimizers
Picture this: a new patient walks in and starts downplaying their symptoms like they’re auditioning for a role in a soap opera. “Oh, it’s not that bad!” or “It only hurts sometimes…” Right. We both know their back isn’t just a little “tired” — it’s more like a dramatic diva in need of some serious TLC.
Why the hesitation? Trust, my friend. New patients are often feeling vulnerable and aren’t ready to spill their guts just yet. They’re like that friend who shows up at a party and hangs back for a while before diving into the dance floor.
How to Handle a Minimizer
When you hear those classic minimizing lines, don’t be afraid to play it straight. Try saying something like, “Hey [insert patient name], I just need a simple yes or no. Can you help me out?” Use a friendly tone that says, “I care about fixing your pain, not putting you on trial.”
If you don’t dig for the truth, these folks will keep underplaying their issues all day long, and you might miss the big picture. Remember, you need to understand the true gravity of their situation to help them out!
Mind Your Words
Now, let’s talk about you — yes, you, the expert in the room. While it’s great to be all warm and fuzzy with your patients, don’t forget that honesty is the best policy. If they’ve got a choked-off nerve in their spine, you’re not doing them any favors by sugarcoating it. They didn’t come to you for a bedtime story; they came for some solid advice!
Building Rapport
You know what’s key to getting patients to open up? Good ol’ rapport. Make it your mission to create a comfy atmosphere where they feel like they can spill the beans. Trust me, once they feel cozy, they’ll start sharing the info you need to help them heal.
Here are three super easy strategies to get that rapport-building train rolling:
- Find Common Ground: Channel your inner detective and pick up on their vibe. Introduce yourself, absorb their conversation style, and mirror it back. You want to feel like pals, not doctor-patient robots. And for goodness’ sake, walk them to your office yourself. It’s way more personal than sending them off with a different staff member.
- Get Them Talking: Everyone loves to talk about themselves — it’s practically human nature. Ask them about their job, their passions, and what brought them to you. Get them to brag a little! It helps them feel valued and opens the floodgates to more honest dialogue.
- Practice, Practice, Practice: Use every chance you get to sharpen those listening skills. Whether you’re chatting with the barista or your cab driver, the more you practice, the better you’ll be at getting people to talk. And trust me, you’ll listen your way to more closes than you’ll ever talk your way into!
Keep Your Head in the Game
When your patients walk in with statements like, “I just want to do what my insurance will cover,” don’t let that throw you off your game. Sure, take note, but don’t get sucked into that narrative. You know what’s best for them, so stay focused on your strategies.
Boost Your Close Rates
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