During consultations with new patients, do they have objections about the cost of the care plan you explain, or about their misconceptions of chiropractic care in general?
Here’s a great way to pre-conquer those objections before the patient even shows up for their first appointment.
Create “Yeah, but…” messages
The easiest way to overcome objections is before the patient even brings them up.
And this means pre-conquering objections before they arrive for their appointment.
Everything from the ad they opt in to, to the follow-up communication they receive from your practice, to the conversations with your CA should answer your new patients’ most common objections and misconceptions about chiropractic care.
Some of the most common objections include:
• “I can’t afford regular care.”
• “The sound of an adjustment makes me uncomfortable.”
• “Chiropractic hasn’t worked for me before.”
How do you respond to patients who bring these objections up during your consultations?
In a Google Doc, list the top 25 objections to moving forward with either acute treatment, or long term care plans, and write out simple 2-3 sentence responses to each of these.
Then do a “selfie” video responding to each objection.
Once you have a library of videos of you overcoming these common objections, you can repurpose this content.
Transcribe the videos, and create an email nurture sequence that’s sent out to each new patient who books an appointment.
Or take the top 10 objections and your responses, and create a blog post for your practice website.
By pre-conquering these common objections, your new patients will be more likely to say “yes” to a care plan if they truly understand how and why it’s a better way.
Post these videos on your Facebook page, and your Youtube channel. Or you can put them on your websites.
Then take the videos, transcribe them, and use the text in emails that go out to the patient after they book their first appointment.
You can take the top 10 objections and your responses, and put together a blog post for your website.
There’s a lot you can do with these, but the goal here is to make it easy for the patient to say “yes” to care, by showing them a better way.