3 Reasons Clients Switch Chiropractors [Avoid These Mistakes At All Costs]

Do you know what one of the worst feelings there are for a doctor? It's when you find out your patient went to another doctor to get the same services you were delivering for them. I hated that!

The reason why patients leave is not rocket science. We've been able to distill it down in our doctor's data, and I'm going to give you the three things you can do to make sure you never lose a patient again.

Tip No. 1: Stop Overdelivering

After working with so many doctors, I see time and time again that you are overdelivering for a patient. So they come in to get their adjustment, but then they have several questions for you, wanting you to check this and that. What was supposed to be a quick three to five-minute visit ends up turning into a seven to twenty-minute visit.

Once you start creating that habit for a patient, they end up asking for more and more. You've got to be very clear on how and when they benefit from your services.

That treatment should be concentrated within a short period of time, with the understanding that you'll provide value to the patient on a re-exam. It's in the re-exam that they’re going to have a chance to ask the questions.

A simple way for you to make sure a patient feels supported and can get prompt answers is to begin their care plan with some guidance. Let them know that they can reach out via email anytime with questions throughout their treatment plan, and they’ll receive an answer within 24 to 48 hours. That way, the patient feels like they have access without slowing down their treatment plan.

You don't have to feel like you have to answer every question and check every single thing on them because that is the fastest way for you to lose value within your practice.

Tip No. 2: Understand The Patient Value Ladder

The reason many of your patients might end up seeking care elsewhere is simply because they're unsure of what comes next in their healing journey. A value ladder is a concept where a patient starts off seeking relief, often due to pain. But then, what's the next step as soon as they're out of pain?

You and I both know that just because a patient's out of pain doesn't automatically mean that they're stabilized, and the pain's not just going to come back with the next bout of stress.

A patient needs to understand that now that I'm out of pain, how do I stay out of pain? Your value ladder is what clearly defines that.

Tip No. 3: Create A Patient Treatment Plan

In our patient value ladder, we've identified critical hinge points as patients progress through their care. We built our value ladder around distinct phases: starting with acute care, moving into subacute, then from subacute to stability, and finally from stability into wellness.

Each of these phases represents a specific treatment plan, and within each plan, there's a pivotal transition point. This makes sure that the patient's journey is well-guided and adapted to their evolving needs.

The last thing you want a patient to say is, “I am so excited that I only have three appointments left!” That's like starting a 90-day diet and, on day 87, telling all your friends I am so excited my diet's almost over.

You have to realize that if you're going to diet, it's not just about achieving a goal but also about maintaining it. So, let's say you committed to a 90-day sprint to achieve a significant transformation. Now, how do you maintain that transformation? Well, this principle applies to healthcare plans as well.

We’ve got to flip the switch of our patients well before their final appointment. If you're trying to introduce the next phase of care on the last visit, they'll likely come in expecting they're done. When they're told there's more to the journey, it can lead to a significant letdown and frustration for the patient.

So when is the best time to introduce these phases? We’ve found that it's best to be very clear with the patient in the report of findings, showing them a map of the value ladder and the transitional points through that. Based upon that patient's healthcare goals, they will participate in the different phases so that we can help them reach those healthcare goals.

So now they see the map, they understand that this is just the first phase of the 90-day sprint to transform. Then, the next phases focus on stabilizing and then maintaining that transformation. It's a clear progression that helps them see the bigger picture and the steps needed for long-term success.

So education and clear communication are key. You should have specific dates between the transitional points because it allows the patient to anticipate and understand the progression of their care. This proactive approach involves discussing and preparing them for what's to come.

When you then present the next phase along with the details of what it entails and the associated investment, the patient is already fully on board because they've been on this journey with you right from the start. It builds trust and ensures everyone is aligned with the plan.

In Conclusion

These three powerful steps ensure that we never lose a patient. There are clear agreements and clear expectations, they have a clearer understanding of your roadmap, and they understand that you offer far more than just treating the symptom.

When patients understand that, they feel connected to their agreements. It’s a mutual agreement, and when both parties stick to it, it creates affinity between us and the patient. This is what creates the dream practice we’re trying to build. It not only transforms patients’ lives, but it's also transforming your profit margins, allowing you to make a significant impact in your community. This is a data-driven practice.

If you love this kind of content, come join our free Facebook community called “The Data-Driven Practice,” where you can sign up for our free 3-day challenge, “Practice Profits Challenge.”

We’ll walk you through the steps to become a data-driven practice, and we'll also go over the patient value ladder and show you step-by-step how to implement that so you can use your data to transform your practice. So click here to join, and I’ll see you on the challenge!