Script It!
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By and large, the one thing that most Chiropreneurs have in common is they all hate to "sell" their brand of chiropractic. It's the ultimate four-letter word for most Chiropreneurs. Other health care providers learn this secret and it will work for you too! Most Chiropreneurs offer patients a mix of products and services that promotes a healthier and more active lifestyle. But, often patients are not provided with optimum care because of the reluctance of the Chiropreneur to "sell" the patient on other products and services, even though they would benefit the patient'. M.D. and other health care professionals often have to "sell" the patient more than an office visit. But, when they do, they don't "sell" they "prescribe." That's the secret! They write out a "script" for drugs, lab tests, etc. The patient, when handed a prescription, has been culturally trained to do one simple thing.... get the prescription filled. They don't ask how much or hardly ever question the need for the prescription with their doctor. They just head to the pharmacy or lab and get it filled. Imagine the power of a piece of paper measuring about 3" x 5" with a little printing and some handwritten "scribbles." That one little piece of paper hardly cost anything and yet, it motivates patient compliance whenever used by a health care professional. You are a health care professional. You can write a "script" for your patients. If could be for orthotics, supplements, massage therapy, physical therapy, rehabilitation or any product or services that you would advocate that your patient integrate into their program of care. Instead of explaining why you want the patient to be fitted for a pair of orthotics, for example, write the "script" and hand it to the patient, stating... "Mary, at this point in your care, I am going to have you fitted with a pair of orthotics. Just give this prescription to the front desk and they will take care of it for you."
Most of the time, the patient will take the prescription to the front desk and let them know they need to fill this prescription! How would that impact your bottom line? they may inquire what the cost is or why the prescription will do for them... your "trained" front desk should be able to handle this or the patient is referred back to you for consultation. Most patients will prefer to fill the prescription instead of confronting the "doctor." The prescription pad works for M.D.s and others. It will work for you as well. You can get prescription pads printed by your local printer or order online.... pads are very cheap compared to the impact they can have on your bottom line. You should also "brand" the pads, so it reflects your image. You can even save time by listing your most common recommendations and then just check the box. Be sure to leave some space to "write" in a custom "prescription." You can also use the prescription pad for non-revenue prescription. If you have your patients to self-care, i.e., exercises, your recommendations take on a higher importance when it is "prescribed" to the patient. And, don't forget, anyone in your office can write these "scripts." Peak your practice when you write "scripts."
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Filed under Education And Reference Software by on Nov 24th, 2011. 
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