Providing Better Value to Your Chiropractic Clients: It’s easy to bring new clients into your chiropractic office. When people are new to the area, are searching for a new doctor, or are completely new to chiropractic, you have the power to turn these people into long-term clients. However, if you’re good at what you do, many of your clients will need fewer visits over time. After you fix their main issues, they’ll generally only come back for periodic adjustments.
To grow a strong, thriving practice, you need to generate a consistent pool of new clients. The way you achieve this is by building lasting chiropractic referrals through great relationships with existing clients. For example, when you have an outstanding relationship with a client and they trust you, they’re more likely to refer you to friends and family.
Referrals are the best way to generate long-term clients because they generally come in with some level of existing trust. It’s easier to strengthen that trust each time you see them. In turn, those people will then refer other people, and that’s how the referral cycle works.
Referrals can get you the clients who fear adjustments
Referrals are a key tool to acquire clients who are afraid of seeing a chiropractor. For some, watching people get adjusted can be a little off-putting. Just hearing and watching a neck adjustment can seem scary.
One of the most valuable services you can offer is reducing or eliminating the fear certain people have around getting adjusted. Some people either need to be in an incredible amount of pain to suspend their fears and get adjusted, or they need to a personal referral from someone they trust.
You’ll naturally get these clients when they decide that facing their fear is better than one more day of pain. However, with referrals, you can acquire these types of patients before they reach their breaking point.
Formerly fearful clients make great brand ambassadors
You may not think of your practice as a brand, but technically, you are your own brand. As such, clients who go out of their way to praise you and recommend you to others are your brand ambassadors.
Your best brand ambassadors will be the people who can tell a story of overcoming their fears to get adjusted and get relief. These people will have passion that can reach almost anybody, especially those who share their fears about chiropractic adjustments.
Add massage and infrared light therapy to your practice
In addition to having referrals working for you to reach your fearful client base, you can also add more services to your office for all of your clients. For example, some chiropractors offer massage and infrared light therapy. Both of these therapies are complementary to chiropractic, and will give your clients another reason to visit your office.
People enjoy getting a massage and they may even want to book one after an adjustment. Massage is a great complement to chiropractic. Some people find their nervous system gets temporarily jolted after an adjustment. Massage calms the muscles and the nervous system at the same time.
Likewise, infrared therapy is a proven method for relieving back pain and is widely used by chiropractors and other types of practitioners. You can find infrared saunas at wellness centers across the world. Don’t worry – infrared light therapy won’t adjust a person’s back, so it’s not a replacement for your practice. It’s complementary and will greatly reduce pain in your clients who need more relief.
Adding infrared light therapy to your office can be wonderful for patients who feel a little out of sorts after an adjustment. Sometimes pain can radiate more intensely for a short time after an adjustment, so the infrared therapy will help reduce the pain and inflammation.
Stay focused on your area of expertise
The most important aspect of adding value to your practice is to stay focused on your area of expertise. If you choose to add other services like massage, acupuncture, infrared light therapy, or even a full sauna – find a manager who can field all the questions and concerns about those practices so you can stay focused on being a chiropractor.
Don’t spread yourself too thin. Only add services you know will be managed and provided by your team. For instance, you don’t want to be in a position where you have to guide people through using an infrared sauna.
As you add value to your practice, hire more managers and team members to take care of everything else so you can focus on what you do best.