From: Dr. Dennis Perman
TMC-ChiropracticMessageoftheWeek@themasterscircle.com


Dear Doctor,



What's your batting average in potential new patient scenarios?  
Many

chances 

to get new patients arise every day,  and if we can become more 
skillful at 

recognizing and acting on the opportunities,  we can help more 
people and 

build our practices. 



For example,  think about this common occurrence -- someone 
comments about a



problem they or someone they know is having,  or makes reference 
to their 

quality of life not being what they'd prefer.  You quickly launch into 
a 

monologue,  using unfamiliar words and ideas.  Most of us have 
fallen into 

this trap,  albeit with the best of intentions.  The problem is,  it's 
not 

very effective.



Instead of memorizing a script to recite on command,  try listening 
to the 

person's story,  and see if you can figure out what the person 
wants and 

needs.  If you can show people how you can help them get 
something they 

value,  they will be very interested.



To get your chance,  you'll have to grab control of the conversation,  
and 

the best way to do that is to ask a question -- whoever asks the 
questions 

controls the communication.  So,  if someone says,  "I've been 
having 

such-and-such a problem,"  or "I wish this-and-that wellness issue 
was

better 

in our household,"   you can take control by asking if you can ask a 

question.  "Pardon me,  may I ask you a question?"  If you get a "no" 
to 

this,  go no further,  but most will say yes.



Your next question must expose the value obviously enough so they 
perceive 

the importance of continuing the conversation.  You can use a model 
like 

this:  "What I thought I heard you say was that you wanted less "X" 
in your 

life,  or more "Y".  Did I understand that correctly?"  If you've sized 
up 

the situation properly,  they should say  yes.  Now,  you can ask,  "If

there 

was a way that you could get less "X" and more "Y",  would you want 
to know 

about it?"  Once again,  they should say yes.



Now,  you've asked permission to tell your story,  you've connected 
it with 

something they value highly,  and you've suggested that they may 
be able to 

meet that value by listening to you.  At this point,  tell your story

briefly 

and effectively.  "I've had the pleasure of taking care of many 
people like 

you,  and they often report that they have less "X" and more "Y."  
There are



reasons for this,  which I would be happy to explain to you in a 
more

private 

setting,  due to the personal nature of the questions I'd be asking.  
What I



can tell you is this -- the trends over the last ten or twenty years 
have 

been toward a more natural approach,  with less drugs and surgery 
except

when 

really necessary.  Chiropractors have been leading this research 
for a 

hundred years,  and millions of people benefit from regular 
chiropractic 

care.  Do you really know how healthy your spine and nerve system 
are?  I 

thought not,  most people don't.  Can you see how you might benefit 
from a 

check-up,  to get a new slant on what's going on?"



Enter people's world with respect,  ask questions instead of 
shoving your 

position down their throats,  and you'll reach more people with 
less stress,



and improve your practice.



Dennis Perman DC,  for The Masters Circle