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3 Strategies to Eliminate the One Problem that Derails your Live Marketing

3 Strategies to Eliminate the One Problem that Derails your Live Marketing

Transcription:

Hey, this is Dr. George Birnbach. And I wanna give you three simple strategies that are going to help you eliminate the one problem that derails almost all of your external marketing and much of the retention on a chiropractic program. And you need to teach this to your community outreach assistants, to your marketing assistants, to the massage therapists, or your associate doctors who are going out and representing you in the community. So I wanna give you these three simple strategies that will completely eliminate the problem. But first, let’s talk about what that problem is. The problem is small talk. You see, small talk is what we tend to make when we don’t have a purpose to the conversation, when we’re trying to figure out our communication legs. Why are we in this conversation, what can we get out of it? We start getting tongue-tied or mental brain fog. And we want to avoid the small talk conversations as much as possible because we are there to make an impact. We are there to make a connection and build a relationship. And when we wanna do that, we wanna follow three simple strategies. The first strategy is that I want you to be intensely curious as to why they are there, why this potential chiropractic patient is there, why this patient is there in your exam room. Be intensely curious. If you meet someone new, find out about their story.

Find out about what they’re going through and how long they’ve been going through that. You need to be intensely curious about what they are currently going through or have gone through so that you make that connection as being relevant to their path forward. So that’s your first strategy, be intensely curious about them. Number two, be a good listener. Let them finish the answer to their question before when you start layering on education or layering on your perspective and your philosophy. Now, there are strategies to control the conversation if they start rambling, but let’s just start with becoming a good listener for all these great questions that you’re gonna ask. And the reason why is that Harvard neuroscientists did some research on that, and it was found to be rewarding when people self-disclose in a conversation. And often, they feel validated that they were allowed to share their thoughts. So if you’re gonna be curious about them, allow them to self-disclose. It can only amplify your relationship and your conversation. And then number three, I want you to stop asking uninteresting questions. Stop asking questions that are are irrelevant to the journey that they’ve gone through. Being interested about someone means you’re actually interested about their timeline. What have they gone through, what are they going through? What would they like in the future? And you need to start asking better questions.

So focus on that concept. How is what you’re going through now affected you? How will removing this frustration allow you to work differently, to be differently, to perform differently, to gain differently in the future? If you focus on these three strategies, being very curious about them, being a good listener, and asking better questions, you will eliminate small talk from your marketing events, you’ll eliminate small talk from the treatment areas in your clinic, you’ll have better relationships, better retention, and you’ll have so many stronger conversions where people show up for their appointment, they’re excited to be there and they start a care program in your office. All right, my friends, my name is Dr. George. Birnbach. Take this information, teach it to the people you care about in the office who represent you each and every day, and you’ll see better results.

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