The Top 3 Mistakes Chiropractors Make When Meeting With Medical Doctors
Everyday I speak to chiropractors who, years ago, met with a local medical doctor a single time and did not receive any patient referrals. Due to that single interaction, with no plan and no follow up, they have deemed meeting with medical doctors a waste of time. Does this sound familiar?
The truth is that building referral relationships with other physicians in your community is one of the most affordable and effective ways to grow your practice. Your return on investment can be outstanding if you have a plan and follow up consistently. So where do so many chiropractors go astray? Let’s take a look at the top 3 biggest mistakes chiropractors make when meeting with medical doctors.
1- Not Matching Your “Message to the Market”
The number one mistake many chiropractors make is not matching their message to the market. Notice that this does not say changing your message to match the market. How do you know the market? The most efficient way to determine the market (i.e.- their current patient population whom could/should be evaluated in your office) is to use the Socratic method. By asking very specific questions you will be able to focus your message and position your practice. In a previous blog we detailed the most important questions you should be asking. Once you have this information then you will have all the information necessary to match your message to their market.
2- Not “Meeting and Exceeding” their Current Perceived Options
It is highly likely that the physicians you will meet with are happy with their current treatment options. This is in spite of the fact that research shows most primary care physicians choices for musculoskeletal care are highly guideline discordant. Therefore, it is imperative that we meet and exceed their current options. Medical doctors overwhelmingly choose either physical therapy, medication, or referral to a spine specialist (MD) for patients who present with spine complaints. Thankfully, chiropractic care has distinct advantages over all three of these options. In our free MD Meeting guidewe review these advantages in detail.
3- Not Overcoming the “Big 3 Hinderances” to Chiropractic Referrals
We know that only 11% of medical doctors have initiated a formal referral to a chiropractor. This is a sad statistic, but also a huge opportunity for those of us willing to make the effort. Most medical doctors are not already referring to chiropractors due to a few deep seeded ideas which are mostly based on myth and conjecture. I recommend addressing these topics pro-actively. In short, many medical doctors are hesitant to refer to chiropractors due to the perception of- long term treatment plans, a lack of case communication, and the potential for “losing” the patient. Learn how to address these fears upfront by clicking here.
As you can see, by avoiding these common pitfalls you will be able to actively position your practice in the mind of other physicians. Our friends and neighbors are counting on us to build these relationships. Chiropractic care is one of the most safe and effective healthcare professions in the world. We need to let others know about it!
Jeff Langmaid is a practicing chiropractor and founder of The Evidence Based Chiropractor. He has assisted hundreds of chiropractors around the world develop interdisciplinary referral relationships. If you liked the content in this article please comment below or email me directly by clicking here.
By Jeff Langmaid