Simplicity is the key to mastery. There are 6 simple steps to mastery simplicity in your office.
Step 1: Create a Void or Vacuum
Maybe some of you need to literally vacuum but this is not what this means (exactly). Look around your office for areas that are cluttered either in the procedure or in the actual office space. You will not grow into a cluttered environment.
It might be easier to take a literal approach at first. Spend time clearing off papers, cleaning up your front desk, waiting room, adjusting rooms, and ask your staff to walk around as if they were a new patient. How would the office look to someone who’s never been there before?
Simplicity can be near or far sighted. Near sighted simplicity is what I just mentioned, cleaning up your workspace to create room for more new patient forms and physical de-cluttering helps to mentally declutter. Far sighted simplicity looks like buying new technology, improving your x-ray system, upgrading your EHR, hiring a biller, anything that improves efficiency and increases organization.
Step 2: Get Organized
Your ability to grow will be directly linked to your ability to be organized. Become the CSO, Chief Simplicity Officer of your office and ask is this efficient? Is this organized? Is this the best use of time?
Set goals around your simplification process, are you spending less time in the room, is it clear to your patients what your process is?
Are you spending time rehearsing and practicing your procedures to make sure they are as streamlined as possible?
Step 3: Remove Obstacles
The more complex and chaotic your office, the smaller you will be.
Look at your hours, are they easy to understand, Monday through Friday 9-6 or is it an afternoon here, a morning there, a day off in between.
Confusion in the patients’ mind will lead them not to buy. Remember, they are in your office because they want to buy from you, do not give them a reason not to.
Step 4: Polished Communication
Focus on the marketing and education that is simple and standardized. Spend time evaluating where your patients come from and what language they understand best and then give them more of that easy-to-understand conversation. Most offices are getting 80% of their new patients from 20% of their marketing. If you put more energy into that 20% then you will increase the number of new patients.
Is your front desk communicating to the new patient in a clear way that they can understand?
Is your report of findings short and to the point? Do people understand what their problem is and how you can help?
Do you come across as a caring expert, that gets results?
Do you communicate the value of the adjustment in the consultation, the report of findings, and the adjustment?
Step 5: Scheduling Techniques
When you go over a treatment schedule is it straight forward and to the point?
Spend time evaluating your report of findings and your care schedule.
Start with the best recommendations and then work from there. If the patient can’t make the time commitment or financial commitment you can handle those objections as they arise, but don’t start with those.
Your patients need to know that you get the best results because you give the best recommendations and that you will not compromise.
Step 6: Educate
Educate your patients on the benefits of chiropractic care.
Create simple and easy to understand statement and phrases that explain the value of what you do in a clear and concise manner.
We use the ramifications of subluxation, the adjustment pathway, and other techniques to help our patients to understand what we are doing and why we are doing it.
Streamline your procedures and processes.
It’s really that simple.