Get Clients: Summary
Today’s episode focuses on how to get customers to say yes with effective marketing strategies for healthcare businesses. Dr. Alan Weinstein is our guest speaker who begins with a brief overview of the need to understand the business side of a healthcare venture to successfully attract and retain clients. The main points highlighted are:
Understanding the Customer: The need to understand the needs, aspirations and fears of potential customers. This means learning to understand emotional pull and the main factors that influence decision making.
Making the Invisible Visible: Dr. Weinstein emphasizes the importance of lab results in communicating health issues and progress to clients. This helps make ‘invisible’ health issues visible. Visualizing issues can build trust and inspire commitment in customers.
The real competition: Dr. Weinstein emphasizes that the real competition is not other practitioners but the status quo and indecision. He explains that most people naturally tend to resist change (status quo) and avoid making definitive decisions (indecisiveness).
Navigating fear: It is essential to navigate customer fear properly. Don’t use fear as a tactic, but understand and address their fear. This can lead to fruitful discussions and encourage decision-making.
Effective Communication: Reinforced throughout the podcast is the importance of communicating with empathy, understanding the person’s needs, and demonstrating how you can meet those needs.
Humans are emotional beings. Therefore, we need to effectively promote health coaching services with this in mind. We do this by understanding and effectively feeding these emotional triggers. It is important to make the invisible visible. For example, using lab results to demonstrate health problems and stop trying to appeal only to the rational side of the brain.
Get Customers: Topics
- The background and expertise of Dr. Alan
- The role of laboratory control in Health Coaching
- The importance of making the invisible visible
- Understanding Your Real Competition in Health Coaching
- Understanding the fear of disruption (FOMU)
- The Role of Decision Makers in Health Coaching
- Understanding the Emotional and Rational Brain in Decision Making
- Understanding Your Customer’s Needs
- The importance of visuals in communication (workshop results)
- The importance of first and last impressions
- Successful Marketing Campaigns All Six S’s
- The role of emotion in decision making
- The importance of listening to your customers
- The role of rational reasoning in decision making
About Dr. Alan Weinstein
Alan S. Weinstein, DC, has run a multidisciplinary waiting list, multidisciplinary practice for over twenty-five years, combining neurology, radiology, exercise rehabilitation, biochemistry, Chinese medicine, acupuncture, and chiropractic. He had so many referrals that he had to refer them to other doctors in his area as he was unable to keep up with the demand for the wellness care he created.
Dr. Allan was one of the first physicians to achieve three separate certifications in exercise rehabilitation in the United States. He served on the American Chiropractic Association’s Committee on Quality Assurance, where he formulated the Rehabilitation Guidelines by which all other chiropractors had to adhere. Dr. Weinstein completed the ACA Neurology Diplomat program and was honored as valedictorian of his class. She has achieved certifications in ADHD and Learning Disabilities, Vertigo, Applied Kinesiology, Hair Mineral Analysis, Detoxification, Metabolic Typing and Functional Diagnostic Nutrition.
His leadership and entrepreneurial spirit paved the way in the managed care arena where he was a founder and board member of the Managed Care Network. He was the first chiropractor ever selected to serve as a physician for Blue Cross/Blue Shield Capitol Care. He has also been selected as a panel physician for Prudential (Prucare) Insurance, Giant Food Stores, Travelers Insurance, AIIA / PPO, Health Care, Focus and CorVel. Additionally, he served as an independent medical examiner for Hartford Insurance, Kemper Insurance and Mediq Claims Review. He was also accepted as a Life Member of the National Register of Who’s Who in recognition of exemplary service, both to the community and to the profession and served on the board of directors of the International College of Applied Kinesiology.
More about FDN
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