6b RollingCasePresentationMEthod
B
BONUS: The 1-Visit Checklist
The Rolling Case Presentation Method: Another winning approach for the 5th visit
Strategy: Takeaway and Steps Down like Boy Scout Story (Start high, end low and they experience psychological relief. More likely to say yes if big request offered first followed by a smaller request, ala Cialdini.)
The First Visit Script: “I’m recommending 46 visits for your condition and I know that sounds like a lot, and that’s only an estimate. But you’ve had back pain for 4 months, it’s going to take more than a 4 minute visit to fix it probably but we’ll see if we can get you out of here a lot quicker than that ok?. But… at this point forget the 46 visits, because we don’t even know how well your body is going to respond to chiropractic care. So what I’d like to do instead is let’s have you come in just five times for now, and then on the fifth visit let’s do a mini-re-exam and let’s see how you’re doing at that point. How does that sound?”
Fifth Visit Script: “Remember we thought 46 visits is what it would take, but I think we can do it much faster than that based on your progress! So I’m going to LOWER my estimate of visits, Are you okay with that? … (Scratch off “46” on your clipboard, let them see you write “34” or whatever) “I’m now recommending 34 visits, but we don’t need to do that all at once, that’s only an estimate. Let’s just keep doing what we’ve been doing, it’s working for us. Let’s keep doing 5 visits at a time, and we’ll keep accessing where you’re at after every five and we’ll try to get you out all fixed up as fast as possible. Sound good?”
The Paperwork: Getting Prepaid for 5, 10, 15, 25 visits at a time • Schedule five at a time at checkout • They are prepaying for 5 visits at a time • Staff simply hands prepaid flyer Staff Checkout Encounter on Fifth Visit “Ok let’s schedule your next five appointments…. Ok that’ll be ______ for your next 5 visits. We also have a Prepaid Appointment program that discounts our office fees. Has anyone shown you this? If you know you’re coming back in more than 5x’s, you can save some money.”
( c )2006BenCummi ngsCo.I nc . Ph.( 585)2419822
BONUS: The 1-Visit Checklist
The Rolling Case Presentation Method: Another winning approach for the 5th visit
Strategy: Takeaway and Steps Down like Boy Scout Story (Start high, end low and they experience psychological relief. More likely to say yes if big request offered first followed by a smaller request, ala Cialdini.)
The First Visit Script: “I’m recommending 46 visits for your condition and I know that sounds like a lot, and that’s only an estimate. But you’ve had back pain for 4 months, it’s going to take more than a 4 minute visit to fix it probably but we’ll see if we can get you out of here a lot quicker than that ok?. But… at this point forget the 46 visits, because we don’t even know how well your body is going to respond to chiropractic care. So what I’d like to do instead is let’s have you come in just five times for now, and then on the fifth visit let’s do a mini-re-exam and let’s see how you’re doing at that point. How does that sound?”
Fifth Visit Script: “Remember we thought 46 visits is what it would take, but I think we can do it much faster than that based on your progress! So I’m going to LOWER my estimate of visits, Are you okay with that? … (Scratch off “46” on your clipboard, let them see you write “34” or whatever) “I’m now recommending 34 visits, but we don’t need to do that all at once, that’s only an estimate. Let’s just keep doing what we’ve been doing, it’s working for us. Let’s keep doing 5 visits at a time, and we’ll keep accessing where you’re at after every five and we’ll try to get you out all fixed up as fast as possible. Sound good?”
The Paperwork: Getting Prepaid for 5, 10, 15, 25 visits at a time • Schedule five at a time at checkout • They are prepaying for 5 visits at a time • Staff simply hands prepaid flyer Staff Checkout Encounter on Fifth Visit “Ok let’s schedule your next five appointments…. Ok that’ll be ______ for your next 5 visits. We also have a Prepaid Appointment program that discounts our office fees. Has anyone shown you this? If you know you’re coming back in more than 5x’s, you can save some money.”
( c )2006BenCummi ngsCo.I nc . Ph.( 585)2419822
