“Birds of a feather tend to flock together” is the old cliche and I have found it to be very true in my life. Therefore if you enjoy the people you are working with in your practice, does it not make sense to attract more of those same people into your practice?
Now if you don’t enjoy the people you are serving that is another story for a different time but for now lets presume you actually do enjoy serving the people in your practice. If that is the case then you are going to want to emulate this template to attract more of them into your practice.
It is called a “Family Referral Request” and is one of the simplest yet most profound internal marketing tools in my marketing toolbox.
To create context, this is done near the end of the Report of Findings, and only after you have done a great job of educating the new Practice Member about the cause of their problem and how long the problem has been present.
Due to the asymptomatic nature of subluxations the true cause of their problem has been around much longer than they first thought. This makes it much easier for them to see the value of bringing their family member in for an evaluation.
The template/script goes like this ……
Bob do you believe in the old saying “an ounce of prevention is worth a pound of cure?”Yes.
I do as well Bob and I also believe that a healthy family is one of the cornerstones to a happy family as well as a healthy community. Would you agree with that Bob? Yes.
I’ll tell you what I am going to do then Bob, I am going to offer ANY member of your family the opportunity to come in here and get checked for subluxations over the next two weeks at absolutely no cost to them or you.
I’m offering them a complimentary nerve scan and assessment on me! This is normally a $75.00 value in our office but I am offering it to them for FREE over the next two weeks. (Hand them a family referral gift certificate)
It doesn’t matter to me Bob, whether you bring in your relatives from Nebraska, Manitoba or Ireland. They all deserve to have a healthy functioning nerve system and an opportunity to express the biggest and best that is within them, would you agree? Yes
I don’t do well with procrastination Bob and I hate to see people suffer who don’t need to, so remember this offer is only good for the next two weeks. It expires on x date.
Any questions Bob?
Optional: Who is one person in your family you are already suspicious may be subluxated and you would love to see getting in here to get checked? “
As in all great systems make sure this is a team effort and that the team member at the front desk follows up on this by asking the new practice member if they would like to book any members of their family in for a complimentary scan at this point.
In our office we also sent out a letter after their Report of Findings visit that they will get in a few days and read to remind them of the offer.
The intention behind the letter was to keep the offer in front of their awareness and to hopefully have them read it while their family was gathered around so they would have an opportunity to talk to them about it right there and then.
If you would like to get a copy of this letter please click the link here
FAMILY REFERRAL REQUEST LETTER TEMPLATE.DOC
FAMILY REFERRAL COUPON.DOC
You can also see our #1 article in chiropractic marketing on “the Top 5 reactivation letter templates to explode your practice for 2015”