Doctor: How Is Your Case Acceptance Rate - Want To Increase It?

Doctor: How Is Your Case Acceptance Rate - Want To Increase It?

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Perhaps I should have titled this article "Getting Patients to Say Yes." Yet, if you have ever asked 'why' some patients never come back after your wonderful report of findings presentation, you want to read further.

Have you ever puzzled why your patient states they desire the care you offered in your report and after that never come again for their next visit? The answer is actually very simple. The foremost motive a lot of patients come to visit you is because they are in pain, not for wellness care, not to remove killer "silent" subluxations, not to stand up straight again, not for any other reason. The patients just desire to be out of pain. If you can illustrate to them the reason for their pain, and explain to them clearly, in a way they understand how you can help them get out of pain quickly, then you are well on your way to increasing your case acceptance.

Doctor's find the underlying rationale upsetting to hear when they have patients disclose to them they understand the explanation of their problem, accept the suggested plan of care but then never see the patient again. Doctor, when this takes place in your practice it means the patient did not believe you or trust your recommendations. Yes, you believe that this happens merely because of your prices being too high, on the contrary studies have shown us that only a small 9% of consumers shop based on price All chiropractic practices get the people who call and just desire to know "how much is an adjustment."

Doctor, you cannot convert the price shopper into a regular patient, so do not even try. Your focus should be on the 91% of patients who reject your recommendations because of issues that don't involve price.

OK, we've established that price isn't the issue. Then we might ask, what is keeping these patients from accepting your recommended care plan and sticking to it? The answer will be difficult for a few to believe because it may have to do with the credibility of your recommendations. The plain answer is that your patients do not view you as credible.

If your patient has confidence in you and your case presentation then they will agree to your recommendations and follow your suggested plan of care Plus, a low level of confidence in the presentation you offer, and you will lose that patient. This unmistakably illustrates the patients perception of your credibility, and that of your personnel, office, and your presentation materials.

I actually can't over emphasize the importance of credibility when it comes to your capacity to persuade a new patient. Dr. Robert Cialdini talks about two psychologists who resubmitted articles that had been previously published in peer reviewed medical journals to the same journals but with a slight change in perceived credibility. Prior to this resubmission of these same articles to the same journals; the changes made by the psychologists were the authors names, and their affiliations from universities established in their profession to imaginary organizations. The consequence, of 12 articles that had been published over the past 1.5-3 years, only 3 were recognized as having been previously published, 8 were rejected outright, and only 1 was accepted for publication! This demonstrates the dire importance of a higly perceived credibility; the work of scholars, respected worldwide for their authority on the topics was rejected by the same publications who before published the same research; all from a simple move to lessen the perceived credibility of the author.

Let me give you a further example. Jzef Lewinkopf, was an award-winning Polish American novelist, and two-times President of the American Chapter of P.E.N. Some of the novels for which he was well-known are; The Painted Bird (1965) and Being There (1971). In 1979 his novel Being There was adapted into an Academy Award winning film. In order to test perceived credibility, the novel by Jerzy Kosinski, "Steps" was retyped a full ten years after the original publish date with Kosinski's name replaced with an unknown author. This retyped exact copy of the manuscript, with an unknown fake author, was then sent to 28 literary agencies and publishing houses. One of the 28 publishers was Random House who published the original novel just 10 years prior. While the orginal novel was a best-seller with 500,000+ copies sold, and won the National Book Award, the copy with fake author was rejected by all 28 lterary agencies and publishing houses.

Doctor, what greatly influences whether or not the patient accepts your plan of care when you present it is your credibility. You must do everything you can to increase your perceived credibility prior to presenting your case plan. Now the consultants will propose you display all your degrees, awards, displaying bio's on the staff and doctors around the walls, testimonial boards, and even wearing a white coat during the patient exam. I am not suggesting that these suggestions will not help; they may possibly help quite a bit, although owning a strong case presentation starts with a solid description of the patient's problem that is understandable and may be hand carried home. XRPpro is an impressive piece of case presentation computer software capable of generating a case plan cover page, x-ray mensuration measurements over the actual x-ray images, range of motion analysis, posture analysis, subluxation listings, and financial plan page, all this completed in under 10 minutes. Now, some of you are thinking "I do that myself" doctor, with the XRPpro, you no longer need to; your staff will do it for you.


About the Author:
Dr. David Bohn, DC is the owner and creator of www.chiroconceptions.com since 1988 he has practiced chiropractic having seen more than 20,000 new patients. To learn more about the XRPpro or to place your order for yours go to Digital X ray Software.



Article Originally Published On: http://www.articlesnatch.com


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