Income down? Then you need more new patients. Gapping holes in your schedule? Then you need more new patients. Stressed out about the future? Then you need more new patients. Are patients ignoring your recommendations? Then you need more new patients.
But, more new patients will not solve your problems. Especially if you treat your next crop of new patients as you have the ones before. In fact, focusing on new patients creates an addiction that must be continually fed. Chiropractors with this addiction are constantly foraging for new patients. Most have tried every gimmick, every script and fallen for every shrill appeal in the chiropractic publications they read.
“Become a New Patient Magnet!”
“Pays For Itself With Your First New Patient”
“Get Up to Five New Patients Each Week”
“New Patients From Lawyers and MDs!”
If you find yourself lured by these promises, thinking your problems can be fixed by outside-in solutions, then you may have a bigger problem than you think...
“Hi. My name is Robert, and I’m a patientholic.”
No, there isn’t a 12 Step Program for chiropractors acting out their new patient addiction. Until there is, ask yourself…
Do muscles and soft tissues supporting the spine complete their healing and retraining before or after the cessation of obvious symptoms?
[ ] After symptoms subside
[ ] Before symptoms subside
What is the likelihood of a patient experiencing a relapse of their original complaint if they discontinue their care as soon as they feel better?
[ ] Highly likely
[ ] Unlikely
How would you need to react to a patient discontinuing care to increase the likelihood of their subsequent reactivation when they experience their relapse?
[ ] Rule with an iron fist to prevent patient drop out
[ ] Make it easy for patients to discontinue guilt- and shame-free
How would you need to explain chiropractic to inspire a patient to continue their chiropractic care beyond the coverage of their insurance policy?
[ ] As a bone/pain relief phenomenon
[ ] As a neurological/lifestyle phenomenon
Without symptoms to motivate them, what would you need to do or be to make a symptom-free patient want to continue their care?
[ ] Coach patients about other aspects of their life that could improve
[ ] Be an example of optimum physical, mental and social well-being
What would happen if you focused your attention on attracting people interested in health, rather than those merely wanting to be pain free?
[ ] It would require making changes
[ ] I wouldn’t know where to begin
If you motivated just 10% of your patients to come in once a month for the rest of their lives, how long until you would no longer need more new patients?
[ ] About 7-8 years
[ ] I can’t imagine it
Seems to me questions like these hold more promise in solving the challenges of an under-performing practice than the tired, old mantra of getting more new patients. Or is it that non-symptomatic patients are boring and don’t afford the ego gratification and adoration that come from saving someone from their aches or pains?
I don’t get it. Am I missing something here?