Exponential Practice GROWTH

Marketing Strategies for Unlimited Expansion


Exponential Practice Growth
  2nd December 2011 

Thoughts For The Treatment Room 

"Secrets of the Successful Therapist" 

By: W.J. Simmons  

       I don’t want to go into the specifics of an actual treatment in this article, instead I just want to give you some thoughts about things you could / should be doing whilst you have the client’s undivided attention whilst they are in the treatment room with you. These are all simple marketing / practice building strategies that can lead to unbelievable practice growth and clinic expansion! 

     These things are very simple techniques and you may be doing some of them already - however there is nothing like a gentle reminder to make sure that you are still doing the ones you already know and a little encouragement to make you think about adding some others!

  1. Try to involve your client as much as possible in what is going on. Don’t keep telling them what your treatment and technique can, will or could do for them. You may find that you need to adjust your treatment plan and therapy based upon what you think or perceive they want from you - and this may not be what you think your therapy can do for them!

     Find out what they want / and are expecting from you and tailor-make it around that. If you do this I can guarantee you that you will be thought of as a much more caring and empathic - and not just seen as a therapist out to do your own thing and make some money whilst you’re at it.

  2. Keep meticulous notes (or remember things very well!!) I’m not just talking about your SOAP notes that you need to take during the case histories and treatments; I am talking about notes on their personal details. Know the names of their children, spouse and cat for example and make sure you know that they have got divorced or if someone died! If you really want to set yourself above all the rest of the practitioners the smaller the detail you remember the better you look, imagine what someone would think if you were to casually mention;

     “So what are you planning for your holidays this year? I know that you said that you really enjoyed Greece last year, but you didn’t feel right leaving Tiddles with your brother - do you think you would go again?”

  3. Just as there are positive words and phrases there are also negative ones. To give more of a positive outlook and view try replacing some of the following phrases with the examples to their right and see what difference it makes......

     “No problem” “It’s a pleasure”

     “It's not as bad as it seems.” “It’s better than it seems.”

     “That’s not what I'm saying.” “Here’s what I'm saying.”

     “Here’s what I would like to propose for your individual case”.

  4. Likewise verbal feedback is imperative to allow your clients to really know that you are listening to them. This is easy to achieve and readily accomplished if you are able to add the following suggestions to your dialogue to make it easier for your client to continue the conversation.

     a. Simple acknowledgement responses such as “I see” or ”I understand” convey the message that you are listening AND paying attention to what they are saying. If the situation is in any way confrontational then simply by saying “I understand” should be enough to let your client know that firstly you heard what they said, secondly you understood what they said and, thirdly, you don’t intend to argue.

     b. “Tell me about it”, “Why do you think that is?” and “Can you tell me more about....?” invite your client to become more involved in the conversation.

     c. Clarifying and paraphrasing what you have heard (or what you think you have heard) demonstrates that you care and truly want to understand what your client is saying. Even if the silence feels uncomfortable don’t speak until after your client has answered you - if you speak too soon or try to second guess what they are about to say you may be wrong and then the time for them to have given you their true response will have passed.

  5. Clients don’t care how much you know until they know how much you care. One of the keys to maintaining customer loyalty is to prove that you really care that your customers / clients benefit from their relationship with you-and that you provide more than just products and services. They want to know that you offer value unmatched by anyone else.

     The main difference between successful clinics and the mediocre ones is how they treat their clients. Clients that are treated well form a loyal customer base and this can be the foundation to all your success - it is simple, over-looked easy techniques that lead to the greatest practice development and growth.

     These techniques and others are, of course, covered in much greater detail in my programme Exponential Practice GROWTH so if you want more clients grab your copy now!

Source: http://www.osteopathicmarketing.com