We seem to have problems scheduling those possible new patients who price shop. Any hints or tips you might have on how to approach these potential patients and get them scheduled?

My response:

If this is a big problem, you might make it the policy to obtain the name and mailing address of people who call for your prices. That way you can follow up with letters or postcards or even newsletters. Chances are, patients who are looking for the "lowest bidder" have a higher likelihood of being disappointed with their care.

Perhaps more significantly, why are you so interested in snagging people who value their health so little as to choose a chiropractor on the basis of a dollar or two difference in the fee structure?

My guess is, that in the long run, your energy might be better directed to the people already in your office and the people they know. (Birds of a feather flock together!) Think of the phone calls as a simple way of screening out those who don't belong in your office. If a new patient is tempted to choose a chiropractor based on price, they have priorities that are likely to make the relationship challenging and ultimately, unsatisfying for all parties.

Bill