COLUMN KEYS TO YOUR PRACTICE K Qualifying new patients Work with people who share your values BY ANGELO SANTIN U they’ve just walked in. If they are a re-ferral it has already been done for you The walk-in by the person that referred them. This type of patient either called Step two: Share why you do what through the phone book or simply you do. People make decisions based walked into your office with no referral. The referral on emotions versus facts. If they are at Remember, each person that walks These are patients that are sent to your the same level as you emotionally, they through your office already has their office by friends and loved ones. People will tend to be a better quality patient. own belief of what health is. They also tend to hang around with people that Step three: Be prepared to walk have a pre conceived notion of what have similar values as them so these away from a patient if they don’t chiropractic is. This could be a poten-patients will be very similar to the ones match your style and values. This tial problem when it comes time to already in your practice. In my experi-means being prepared to, caringly and begin to deliver their care as they may ence, the initial exam and report of artfully, refer them to someone that not be fully aligned with your values findings tend to go the smoothest with will align well with what they are look-these new patients and continuing care ing for. This will ensure the patient has and what you have to offer. a good experience with chiropractic is often a pleasure. The screening/talk patient even though they may not have started These are patients that you meet at an How to qualify the care with you. event, a screening or a talk you deliver. new patient The reason why it is important to In this situation there is some oppor-Step one: You need to share with them qualify a new patient before they start tunity to share with them some infor-what you do and how you do it. This is care is to make it easier for both you mation about you and your clinic be-essentially your beliefs on how chiro-and the patient. Working with people fore they decide to come into the office. practic works and what tools you use. that have similar values and ideas about If they decide to come into your office This can be done at your screening, at health will make your practice run then they are coming in somewhat your talk, or even at their initial visit if stress-free and make coming to work more fun. It will also make for a better DR. ANGELO SANTIN, DC, operates a busy subluxation-based family practice in Thunder Bay, Ont., and experience for the patient, which ulti-is president of the Thunder Bay Chiropractic Society. Santin is also a Carter Universal proficiency-rated mately will foster a better reputation in chiropractic coach. He can be reached at [email protected] or 807-344-4606. the chiropractic community. aligned with your values and beliefs. This will increase the likelihood that the patient begins and follows through with their program of care. 16 Canadian Chiropractor October 2016 www.canadianchiropractor.ca nfor tunately, when it comes to new patients, our profession is in defense mode. There are chiropractors out there who are struggling and will-ing to take any new person that walks in the door. When a person is in this state of mind they are rarely thinking about the quality of the new patient that they are about to take care of. As a profession, we need to start thinking about working with people that are aligned with our own values and what we uniquely have to offer. This process is known as qualifying new patients before you get started with care. Let’s explore this idea in a little more detail with three types of new patients. Photo: fotolia
Chiropractic + Naturopathic Doctor October 2016: Page 16
