The Remarkable CEO for Chiropractors 108 - Are Your Customers (Patients) Buying What You’re Selling?
The purpose of a business is to solve a problem for another human being.
What problem does YOUR business solve? In this crowded, noisy, and confusing healthcare marketplace it is critical that you and your TEAM can answer this question – and convey it to potential customers (patients). If you don’t, you will not attract, convert or retain Ideal Patients.
When this goes wrong, you can end up in a place where you are selling one thing and they are buying another thing. This will lead to confusion and frustration – and worse – patient drop-out.
As the CEO, you and your team are responsible to be crystal clear on what problem you solve, what your product is and the process you use to deliver it. Get this right and you will attract, convert and retain more Ideal Patients.
What We Covered:
00:37 – Dr. Pete and Dr. Stephen introduce today’s topic, Are Your Customers (Patients) Buying What You’re Selling?
05:26 – Dr. Pete and Dr. Stephen list the seven major reasons patients drop out of care
06:45 – Dr. Pete and Dr. Stephen take a moment to promote Innate Radiology
09:46 – Dr. Pete and Dr. Stephen discuss The Blockbuster Analogy
12:34 – Dr. Pete and Dr. Stephen break down the purpose of a business and the importance of maintaining relevance
22:21 – Dr. Pete and Dr. Stephen take a moment to promote Chiro Match Makers & CLA
24:34 – Dr. Pete and Dr. Stephen talk about the importance of fostering patient relationships and meeting them where they are
27:31 – Dr. Pete and Dr. Stephen break down the four agreements of the Remarkable Conversion Process
31:55 – Dr. Pete and Dr. Stephen share insights on creating clarity for your consumers
EPISODE QUOTES
“Our premise in our practice has always been that the families that are in our practice are safer and healthier than the families that are not in our practice.” (03:06) (Dr. Stephen)
“Don’t be a Blockbuster in a Netflix world.” (09:46) (Dr. Pete)
“Embedded in your understanding is that there’s gonna be a step for them to get there. We’ve got a path for you. The product, with the end in mind, is this: Lifetime family wellness care.” (11:24) (Dr. Pete)
“People are listening because they’re looking. People are actively looking for a solution, so they are looking .” (14:10) (Dr. Stephen)
“We can’t miss the opportunity to build a bridge between ‘Now’ and ‘Next,’ because this next generation will be Googling, ‘Subluxation Correction.’” (15:23) (Dr. Stephen)
“It goes back to a premise, right? Retention begins at conversion.” (19:03) (Dr. Stephen)
“I’m not listening just so I can give them what they think they want. I’m listening so that I can know exactly what they want and they can get what they need. And what they need is what they want, which is the outcome. That’s what they really want.” (26:01) (Dr. Pete)
“If you start the relationship right, it’s not a guarantee, we are setting ourselves up for that long- term success.” (29:03) (Dr. Pete)
LINKS MENTIONED
Dr. Stephen’s Book – The Remarkable Practice: The Definitive Guide to Build a Thriving Chiropractic Business