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Special Report

FIVE EASY STEPS to increase referrals and patient retention.

You know how powerful chiropractic is.

However, most people in this country still don't realize that chiropractic care can improve their quality of life.

Americans are skeptical about unsupported health claims. They want PROOF, not hype. That's why, in order to convince them of the validity of chiropractic, you have to give them solid information about chiropractic, as well as credible evidence showing precisely
how it can help them.

More important, you have to give them this information in writing.
The power of the written word is incredible. You can tell people something and they may or may not believe you. But if they read it in a book, they'll accept it as fact. How many times has a patient come into your office because they "read about chiropractic
somewhere....?"

Now, you have two powerful tools that can help convince even the worst skeptic!

Chiropractic First and Chiropractic Works! Adjusting to a Higher Quality of Life

Using these two books, you can significantly increase referrals and patient retention. Just follow these FIVE EASY STEPS ....

STEP ONE: Give patients a free copy of Chiropractic First and/or Chiropractic Works after their first adjustment and talk to them about chiropractic. Here's a typical dialogue between a doctor and a patient:

Doctor: "Mrs. Jones, your case history says that besides the back pain that brought you here, you've had some problems with allergies, asthma and stomach problems. These are all very common problems that millions of people suffer from needlessly. Did you know that most patients who are checked for subluxations and adjusted on a regular basis enjoy significant relief from the various problems you've told me about?

Patient: "But I thought chiropractic is only for back pain."

Doctor: "Oh, no. Chiropractic is not just for back pain. In fact, chiropractic isn't for any specific symptom, condition or disease. Chiropractic is based on the premise that three different types of stresses - physical, emotional and chemical - can cause nerve interference in your spinal column. This nerve interference, also known as vertebral subluxation, is a misalignment of one or more of the vertebrae [show your patient a picture of a spine or use a model] in the spinal column, which causes changes in nerve function and interferes with the transmission of mental impulses.

"In simple terms, Mrs. Jones, due to different stresses in your life - like the car accident you were just involved in - you become subluxated and subluxations can be responsible for symptoms such as back pain, allergies, asthma, stomach problems, etc. The list goes on. This is not to say all of your problems stemmed from the car accident, but at one point or other you became subluxated, and this may be why you suffer from these different problems."

Patient: "How can chiropractic help my other problems?"

Doctor: "Chiropractic will correct the nerve interference so your body is able to function at its maximum health potential. You see, when the vertebrae become subluxated, you are putting pressure on the nerves your body relies on to send messages to every part of your body - cells, tissues, organs, etc. Often, this pressure makes it impossible for the specific nerve that travels to your stomach to perform its duties and stomach problems result. The same is true for numerous other problems."

Patient: "How do I know that if I stay under chiropractic care, I may be able to get relief from these other problems?"

Doctor: "I have a book called 'Chiropractic First' that will give you more information about chiropractic in general and show why so many other people just like you have been helped. I'd like you to have it, free of charge, so you can understand why it's important to continue receiving chiropractic care until your subluxations are corrected.

_______________________

Before patients leave, be sure to mark the pages you feel they should definitely read. In addition, always make your patients aware of the index, so they can read the chapters that interest them the most.

In just a few minutes, you've accomplished three important things. You have:

1. emphasized that chiropractic is not a treatment for any specific symptoms, condition or disease

2. provided them with a source of detailed information about chiropractic

3. shown them that you care enough about them and their health to give them a free book which sells in book stores for $12.95 each!

STEP TWO: On their next visit (after you have presented them with the free book) talk with patients about the book. Ask if any of their family, friends or colleagues suffer from any of the problems they read about.

Most people know others who have headaches, asthma, allergies, and other health problems associated with nerve interference, and will say Yes.

Hand them a copy of the book and ask them to pass it along to those friends or family members, so they can see for themselves how chiropractic care can help them.

In the front of the book, you can insert a coupon offering a free spinal checkup, along with one of your business cards. This is a very easy way to stimulate referrals from your patients.

Since additional books cost you only $2 this can be an extremely cost-effective way to generate new patients.

Be persistent with your patients about referring their family, friends and colleagues. Emphasize that too many people are completely unaware of the benefits of chiropractic care - and you need their help to educate them!

You might try saying something like this:

"Mr. Smith, I'm trying to teach everyone in our community about chiropractic, and I could use your help, especially since you not only understand how helpful chiropractic is, but are experiencing great results yourself.

There's nothing more powerful than third-party endorsements of chiropractic by your patients, so enlist every one of them in this effort.

Since your patients are experiencing positive results, they will be eager to spread the word about how great chiropractic is.

Of course, you need to make sure that, along with their endorsement of chiropractic in general, they praise you and your staff. You want patients recommending chiropractic - AND directing family and friends to YOUR office.

The best way to do this is to ask your patients to give their friends a free copy of the book, as a gift from you.

STEP THREE: Offer a free health care class in your office.

Publicize the class, and announce that everyone who attends will receive a free book that reveals the secret to increasing quality of life. Let them know that the book normally sells in bookstores and at amazon.com for $12.95!

Invite all your patients and ask each of them to bring a guest. Let them know that, if their guest becomes a patient, their next adjustment is free.

Hand out a free copy of Chiropractic First or Chiropractic Works! to each person who attends. Keep your meeting short (30-60 minutes) and go over the book with everyone, highlighting various parts of particular interest.

To establish immediate credibility, turn to the chiropractic success story on page three of Chiropractic First. Then share B.J. Palmer's words of wisdom on page 1 and pages 129-131.

Highlight your favorite parts of the book and use it to teach your patients the basics about chiropractic care.

Don't do all the talking. Give patients and guests an opportunity to ask questions. Ask whether any of them are wondering if chiropractic has been successful with the specific problems they're experiencing. Share success stories your past and present patients have experienced while under your care.

Be sure to explain why you became a chiropractor and stress that you are committed to increasing the quality of life in your community.

End the class by announcing that if anyone has a friend, family member or colleague who suffers from any symptoms, conditions or diseases - or simply has the desire to be healthier - you'd be happy to provide a free copy of the book with your coupon and business card, so they, too, can learn about vertebral subluxations and chiropractic.

STEP FOUR: Make sure you sign every book you distribute to your patients and their family members, friends and colleagues. Write a special message on the inside cover
saying you're concerned about them and want them to know you are available for their health care needs.

This is one of the most important steps to take if you want to fully capitalize on the power of these books. Your patients respect you as their doctor. When you write a special note to them in the book, they will never throw the book away. You have just taken a $12.95 book and made it priceless. Write a compassionate note, emphasizing how
much you care about their health and wellness.

STEP FIVE: Place numerous copies of the books in your waiting room clearly marked OFFICE COPY.

This will get your patients' attention. They'll pick up the books and read them each time they are in your office. When you present them with their personal, signed copy of these books, they will feel honored. 

Office copies ensure that patients are given the opportunity to read more of the books in the spare time they have while they wait to get adjusted.

Create an office environment that promotes chiropractic only. Toss out copies of People, Time, Newsweek and other magazines that are filled with drug ads and medical stories. Your patients are bombarded with enough of that propaganda in their own homes. When they're in your office, make sure they are being educated about chiropractic.

_______________________

If you have confidence that chiropractic works - and follow these FIVE EASY STEPS - your patients will be positively affected by your energy and enthusiasm.

Armed with a copy of either or both of these great books, they will develop the love and passion for chiropractic that will keep them coming in for lifetime care.