060- Find Your Chiropractic Value-Add or Lose

Welcome to the Evidence Based Chiropractor. Providing you with elegant and efficient research based content to help your practice prosper and succeed. Now get ready for a variety of dynamic communication tools designed for immediate growth. Courtesy of your host, Dr. Jeff Langmaid.

Hello and welcome to the Evidence Based Chiropractor. I AM your host, Dr. Jeff Langme. This week it is all about the value add and why it is imperative in 2017 to have a strong chiropractic value add in order to grow your practice and also how this directly ties in with research. So before we get started, I'll say a few words as we do each and every week about Rock Tape. Rock Tape, makers of the world's best kinesiology tape are proud to introduce completely redesigned Rocksauce and Rocksauce Chill powerful topical muscle and joint pain relief. Now available in 3 ounce roll ons and 32 ounce clinical pump tops. Give long lasting pain relief to your patients. Learn more@rocktape.com topicals again check them out. Rocktape.com topicals we've had Dr. Steve, their medical director on a few times. I'm sure probably everybody listening out there has been to a Rocktape seminar. At this point they are all over the place. The tools, the products, the they are killing it and doing a great job at it. So I'm happy that they're a part of the evidence based chiropractor. But for today we are all about the value add. So earlier today I actually was going for a run if you do not know, I live here in Tampa, Florida. Great weather and it's a little windy out here tonight. But it was great earlier today and I was going for a run kind of thinking through the podcast and something that I just kept coming back to was chiropractic value adds and really how we as a chiropractic profession are the tale of two cities. We are awesome at this in one way and we are horribly inept at it in others. And I'll explain exactly what I mean by that. Now with chiropractic value adds, the other thing that I'll say right off the top really is we need to do a better job of bringing up the caboose. Meaning that the part that we're doing a very bad job in, we absolutely, if we intend to grow as a profession, we need to get better at and here's let's dive right in. And really from a value add perspective, when I say that I mean how are we communicating efficiently and effectively about what we do to somebody else in a way that they care. So nobody cares more about anybody else's health than their own. Of course you care about your family members, but ultimately the buck stops with you. The same goes for our businesses. If you think about it, we care more about our practice typically than we care about our neighbor's medical practice or pediatric practice down the street. And they feel the same way. So to build that relationship, we really need to find out, figure out and hone in on where we can value add. And that relationship building historically, which is B2B marketing, ultimately is horrific. In the chiropractic profession there is massive. Now the flip side of that is there is massive opportunity to do it well and to do it right. And there are plenty of people that are members of the Evidence Based Chiropractor. Subscribe to the Evidence Based Chiropractor each and every month where we hand deliver that value add to you. So if you haven't checked that out the evidencebasedchiropractor.com join check out our monthly program. It literally is the best program in the business. You're gonna get your value out of it. No pun intended. That aside, where we've done a great job as chiropractors throughout time is really in the B2C realm. If you think about it, the entire time chiropractic has been a profession, we've been kind of outsiders, so to speak. Alternative medic Pam, however you want to describe it. And by nature we've been a step outside the system. So the advantage to that is that we've done a great job at times communicating B2C business to consumer. We've always done whether it was BJ with the radio stations back in the day, whether it's billboards, Internet marketing, Internet, we still have a long way to go. But you get the point. From a B2C marketing perspective, chiropractors have done a pretty darn good job because we we've existed for over 100 years and there's over 60,000 chiropractors that have treated at this point, tens of millions of individuals and certainly drastically contributed to the health of our world. However, we still have only touched the tip of the iceberg and I'm not going to get into where we can improve in our B2C value adds today. But I just want to bring up the point that Alberto, by necessity is the mother of invention, is certainly true in the B2C space and we've done a pretty darn good job of that. If you're a chiropractor listening here Today and your practice is open, you're seeing patients well then certainly you're doing an adequate job of it, making sure patients get into your office. But what many chiropractors find is that middle point, what Seth Godin would call the dip. It's the struggle, it's the inability to really get where we wanna go, to really get that freedom to really boost up that patient volume. And we end up in that treadmill, that cycle where we're gaining patience, we're losing patience, the bills are coming in and it's just difficult to really get truly ahead and grow and develop in my position. Point for you today is going to be the first step of that is finding your value add with other in a B2B realm, with other providers in your community. And I'll be very upfront with you. I do not care your philosophy, I do not care your technique. I don't care any, anything about how you practice except for the fact that you're a chiropractor. If you are a chiropractor, this applies to you, it applies to people outside of chiropractic as well. But anytime chiropractors tell me, and I see it sometimes with the evidence based chiropractor, people do not become a member because of their technique or their philosophy or they think we're going to push this or that or the other thing. And I'm here to tell you Today, those are 100% excuses. They are not reasons. Because truly giving a value add to another provider is absolutely universal. It's how we build our practice, practice B2C. But we have capped ourselves, we've threshold ourselves at only 50%. You could be the best B2C marketer, have the best website, billboards, everything else in the world. But if you're not doing B2B then you are topping out at 50%. Think about that 50% of what you are truly capable of as a practice and as a provider. So finding your value add to other providers in town or all you have to do, it's actually simple. You look in your own practice. If you love taking care of, let's say for instance, expecting moms, you love taking care of children, pediatrics, well of course your value add is going to be showcasing chiropractic research that supports that care to pediatricians, to OB GYNs, to midwives, to the other practitioners in your neighborhood, your community that are already seeing those patients. If you're a sports medicine doctor, well, right now the Patriots are playing the Steelers on tv. Every single professional sports franchise has a chiropractor on staff. This is low hanging fruit. All you have to be able to do is showcase what is peak performance. Whether it's injury prevention, whether it's rehab. There are a ton. The breadth and depth of chiropractic research has never been better in the history of chiropractic. So all you have to do is find those papers and accurately portray them to those providers in a way that's meaningful to them. The definition of a value add. From there, they are going to see the value in your practice and you're going to start. That is the foundational concept of relationship building. Perhaps you're sitting there and saying, I don't really do sports, I do some pediatrics. I really just like to adjust the spine and get on with it. And with that, I would say the same thing. You are going to find other practitioners in your town or your community that are seeing patients in a capacity that is complementary to you. Maybe it's a naturopathic doctor, maybe it's a homeopathic doctor, but you can find those practitioners that resonate. And I would argue that if you're not finding those practitioners, you're going after practitioners who do not resonate with your patient base in your practice. You're actually being very inefficient in your marketing. So it works out perfectly fine. It works out well and it becomes efficient, it becomes cheaper, and it becomes more clear and more effective. When you do reach out to those providers in your community whose mess is complementary and resonates with the patients that you are already currently serving. From a very easy tactical standpoint, one way you can do this and something you can implement immediately. If you are not collecting the primary care doctor information from your patients, then you should start doing that. Literally when you get to the office this morning. That primary care doctor information is absolute gold. It's going to give you information as far as who the popular doctors for your patients are in your practice. It can go into case notes, it can go into a variety of other things that we teach very, very explicitly in the evidence based chiropractor program. But for today's podcast, if you are getting that information, think about the wealth of information that you have. If you know exactly five out of the last ten new patients have John Smith, MD as their primary care provider or as their sports medicine doctor, or as their OB gyn, think about then how tailored your message can be from a co management standpoint and certainly from research standpoint. And I harp on research because I think that is truly the biggest opportunity, the lowest hanging fruit and the best bang for your buck. There are plenty of other value adds you can give, but I don't think we need as chiropractors to sell ourselves short. We can absolutely take the time and showcase what we do in a very systematic way and get the results we desire, which is ultimately seeing more patients, collecting more revenue, having more freedom and establishing our practices locally as the local local leaders in healthcare. And that is what we are all about at the Evidence Based Chiropractor. If you have questions or concerns about anything we chatted about, shoot me an email. Jeffeevidencebasedchiropractor.com There are a couple thousand chiropractors that listen to this podcast. If you are one each and every week and if you are one of them, first of all I say thank you. Secondly I would ask if you get one moment please go on itunes, give us some feedback, share this podcast with a friend or old classmate if have you. I want this to be found. I want to make sure we are serving chiropractors at truly the highest level humanly possible. So thank you for listening. Thank you for being a chiropractor. Have a great week in practice Doc and I will talk to you soon.

We appreciate you joining us for this episode of the Evidence Based Chiropractor. Learn more tips for explosive practice development@the evidencebasedchiropractor.com youm can also join the Premier MD monthly membership, enabling you to use what you just heard to maximize results in your office. We look forward to providing you with more dynamic communication tools for immediate growth right here on the Evidence Based Chiropractor.