When my family first moved to Groton, MA we rented a home office on 100 gorgeous acres of conservation land. This was a breathtaking place to live and 50 or so black angus cows shared the land with us. I grew up without pets and was slightly terrified by the size of these creatures but over time I learned to love and appreciate them. (except for the waste thing. Wow! Do ya know what I mean?)
Anyhoooo, my son, Max, and I would observe the activities of the ranch (tractors, trucks, plows and massive cows- things young boys dream of). As we watched the daily movements, we noticed that one rancher seemed to work cooperatively with the cows and they needed very little prodding but another rancher was always at them in a harsh way to get them where he wanted them to go.
I think the practice member care and sales in our offices can be like these cows. Sometimes visits seem to go along without a lot of effort and other times we need to get them moving with a bigger force. What’s your style? Could you try being more cooperative? Are you always pushing? Are are you too laid back? Are you needing a bigger force to get your practice growing or help patients to take their care seriously? Well, before you start implementing taser like procedures in your office, let me suggests something else.
To increase cooperation in your practice,
1. Try asking people how are things going for them?
2. Try listening to their goals under care and not always lecturing or making them wrong for being where they are at.
3. Ask questions like, ” Would you be interested in…” Or ” Would you be willing…?”
4. Use the word “we” more often so that you are thinking and speaking of your efforts TOGETHER with them.
Many doctors bully or overpower patients and it is important to recognize who needs your strong hand and who needs your gentle guidance.
Some of us have a style that is too loosey-goosey and people can end of feeling like they are not getting good care because they don’t feel “held”. Just as children respond to structure, most practice members need a clear plan with goals and check ins.
To prod your business into higher gears:
1. Raise your fees. Are they high enough?
2. Increase your patient number. Set a goal and prod along.
3. Add products. Are their products you might like to share that you use? Can you bring them in the office? Have a link online?
4. Book people from the report to the re-eval and then form one re eval to the next to “hold” them in a structured care plan.
Each of these can prod your sales up 10 ish percent. Together they might create a 30% increase in your bottom line.
In our office, we are reluctant to add products (supplements) because we didn’t know how to:
1. Not dilute the IMPORTANCE of the adjustment.
2. Keep procedures running smoothly at the front desk
3. Make sure that our recommendations were accurate and in integrity.
In examining these things, we saw that we were limiting products to supplements. Let’s just say that you also are not ready to add nutritional components to your practice. You can add products by:
1. Writing a book.
2. Creating an online video course.
3. Weekend seminars or events.
There are other ways for you to unleash your genius in your community. Open your mind and brainstorm. Now get moooooooooving. (You didn’t think I was going to let that go, did you?)