To begin the patient process, you'll need to ask each and every new MVA
patient if there were any other passengers in their car. This will help
you determine more facts about the accident itself, but it will also
give you an idea of the new customer acquisition of your new client.
Your primary concern today is to evaluate your new patient and you
definitely do not want to come across overly zealous about the
potential of other new patients who were passengers in the car.
Simply ask if there were other people in the car and ask them if they are all right--be genuinely concerned!
If you focus on your new patient, exceed their expectations, and do not
try to convince them that everyone in the car needs to come in to see
you, you'll be showing by your actions that you a qualified, trusted,
and competent chiropractor.
In addition, you'll be planting the seeds on the first few visits and
building the trust with your patient…all of which can help lead to
future work with this patient and the other victims in the accident.
8 Key Talking Points to Help Convert Passengers to Patients
There are several things that you need to have in your patient marketing plan to help convert these other passengers.
Key points to express to your new patient who had passengers in the car at the time of the accident.
1. "It's ok if your family and friends treat here, too. In fact, it's
actually better for all of you-both for your health and for your legal
case."
2. "If you're injured, most likely the other passengers that were in
your car are injured, too. They may not have the same type of pain as
you, but nonetheless they have been injured and should seek
professional help."
3. "It is common for injuries to show up days or weeks later following
an accident and that is why everyone should, at the very least, get
checked up…just to be safe."
4. "The longer a person waits to have treatment following an injury,
the harder it is to help them. It usually costs more money and is
harder to causally relate their condition to the accident."
5. "If your friends or family wait too long to come in and get checked,
they may actually be creating a situation where they are not be able to
get treatment later on as needed."
6. "Just because you or your passengers don't have pain now, it
doesn't mean there aren't injuries. Often with accidents, internal
damage can go undetected for weeks, months, and even years until one
day the affect of the injury shows up…oftentimes many times worse than
it would have been if treated earlier."
7. "Even if you went to the Emergency Room and they told you there was
nothing wrong or that you would be fine, this doesn't mean that you
don't need treatment. Injuries from accidents have a sneaky way of
hiding themselves from detection immediately after the accident itself.
But, they're still there and you'll likely feel the effects sooner or
later."
8. Be prepared to address the most common statements that you'll hear
"I thought it would go away," "It wasn't that bad," "It's difficult for
me to get here," "My doctor told me all I needed was bed rest," "I
can't miss work," "I don't want to sue anyone," or "I thought that if I
had treatment that my insurance would increase."
Be honest. Be professional. And, do you best to treat your current
patient and you'll usually find that other passengers involved in the
MVA will come to you for consultation. Here is an example of the best
kind of marketing-where your qualifications and expertise do most of
the job of advertising for you. When you let your skills speak for
themselves, you'll win over patients more powerfully than if you spent
thousands of dollars on the flashiest marketing materials available.