Marketing Chiropractic to Medical Practices
The first book of its kind, Marketing Chiropractic to Medical Practices targets chiropractors and leads them through a comprehensive sales model to demonstrate how they can educate the medical profession on how to utilize chiropractic practice for their patients. By implementing a gradual approach from the first office contact to presenting an effective and educational sales call, this text informs the chiropractor how to confidently access their greatest untapped new patient source....
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The First Book Of Its Kind, Marketing Chiropractic To Medical Practices Targets Chiropractors And Leads Them Through A Comprehensive Sales Model To Demonstrate How They Can Educate The Medical Profession On How To Utilize Chiropractic Practice For Their Patients. By Implementing A Gradual Approach From The First Office Contact To Presenting An Effective And Educational Sales Call, This Text Informs The Chiropractor How To Confidently Access Their Greatest Untapped New Patient Source. Marketing Chiropractic To Medical Practices Offers A Step-By-Step Approach To Secure Medical Referrals And Develop Ongoing Professional Relationships Between The Chiropractic And Medical Worlds.Features:How To Provide A Pro-Chiropractic Message Based On Evidence Based Research How To Access Physicians Uncover Patient Needs And Physician Objections For Chiropractic Care Learn The Most Common Physician Objections And How To Overcome Them How To Select Research That Addresses The Needs And Objections Of A Physician How To Present Research To Support A MD/DC Conversation
Ch. 1 Introduction 1Ch. 2 Preparing and Executing Your Call: The Who, What, and How of Promoting Your Practice to Physicians 49Ch. 3 Introducing a Conversational Sales Model 65Ch. 4 Selling to Different Personalities 81Ch. 5 Knowing Your Target Audience 93Ch. 6 Research and Evidence-Based Chiropractic 109Ch. 7 Chiropractic's Key Selling Points 125Ch. 8 The Evidence for Efficacy of Manipulation 135Ch. 9 Safety Data for Chiropractic 193Ch. 10 Cost-Effectiveness of Chiropractic Care 219Ch. 11 The Competition 241Ch. 12 Other Promotional Opportunities 267Appendix A Companies with Promotional Products 275Appendix B Web Site Resources 277Appendix C General Safety Statistics 281Appendix D Chiropractic Degree and Educational Background 283Appendix E Samples of First-Professional Degrees 285Appendix F Chiropractic Education 287Appendix G Questionnaires to Include in a Detail Binder 289Appendix H Ongoing Research Projects 291Appendix I Sample Prescription Pad Information 297Appendix J Sample Summary of Care Letter 299Index 303
