I’ve already explained why I think the concept of a funnel is a broken concept here. The TL;DR: the physical construct of a funnel has gravity working for it. Your internet funnel does not. How do you create gravity? A compelling reason for someone to move.
What I heard: there are 3 questions to basic allegiance capital. Why am I here? Am I in the right place? What should I do next?
What I did: I started very simply. I started to ask and repeat to my patients why they came into my office. Then I actually stated “you are in the right place” I can help with xyz (or sent them elsewhere if I couldn’t). And for the third question, I would tell them what to do next but also what to expect.
What happened: The what to expect was a little new, it takes me 30 seconds to say that 1 of 3 things will happen after this first visit. The first thing is that you will get home and feel like nothing happened because we all jump right back into normal life, the second thing that can happen is you feel great until you wake up tomorrow and wonder what the heck happened and why you’re so sore because your body is working on your new alignment. The third thing and what is most common is that you feel great for a day or so and then it slowly starts to sink back to how it felt originally. Each of these 3 things is important because that feedback helps me determine the course of care you need.
Reflect and share: That last piece is what I have added in and the response has been phenomenal. I’ve done it the past 2 weeks on my new patients so my sample size is only around 20. Hearing the “yea it lasted about a day, like you told me it would” and realizing that there is more trust there now by my being proactive instead of reactively explaining why is refreshing and time saving. And the rest of the care recommendations conversation goes much more smoothly.
Stepping into the arena, engaging the field
Reference: Allegiance Capital
What I heard: there are 3 questions to basic allegiance capital. Why am I here? Am I in the right place? What should I do next?
What I did: I started very simply. I started to ask and repeat to my patients why they came into my office. Then I actually stated “you are in the right place” I can help with xyz (or sent them elsewhere if I couldn’t). And for the third question, I would tell them what to do next but also what to expect.
What happened: The what to expect was a little new, it takes me 30 seconds to say that 1 of 3 things will happen after this first visit. The first thing is that you will get home and feel like nothing happened because we all jump right back into normal life, the second thing that can happen is you feel great until you wake up tomorrow and wonder what the heck happened and why you’re so sore because your body is working on your new alignment. The third thing and what is most common is that you feel great for a day or so and then it slowly starts to sink back to how it felt originally. Each of these 3 things is important because that feedback helps me determine the course of care you need.
Reflect and share: That last piece is what I have added in and the response has been phenomenal. I’ve done it the past 2 weeks on my new patients so my sample size is only around 20. Hearing the “yea it lasted about a day, like you told me it would” and realizing that there is more trust there now by my being proactive instead of reactively explaining why is refreshing and time saving. And the rest of the care recommendations conversation goes much more smoothly.
Wow, what a great share. Thank you!
And remember to keep refining the skill!