I don’t know about you but I get 100s of emails a day and I
am always skimming through to see if I can find that one Golden Nugget. What’s a golden nugget you ask…
Google defines it as “a valuable idea or fact”
I consider it a small piece of information that one can
implement immediately and see positive results.
Well this tiny little tip has been a “golden nugget” for me
and many of our clients over the years.
It is so simple yet extremely effective.
It basically channels your authority as a DC and helps you sell more
pillows, and leaves your patients feeling more satisfied with your overall
service.
So I know what you may be thinking… Why should I sell pillows
in my office when they can buy a pillow down the street at the local box store
or online? The REASON is because
everyone is different and one pillow does not fit all. Besides, they came in to see you because they
value your opinion and expertise and by carrying a selection of pillows in your
office you are able to FIT them to the correct pillow.
Think about it this way who buys a mattress that doesn’t test
30 other mattresses first? I know I
don’t and I am sure you don’t either.
Now I am not saying you need to carry 30 different pillows just a few
varieties will suffice. I suggest having
a selection ranging from those that cost the patient around $35 like the D-Core
up to the higher end pillows like the Therapeutica and Royal Rest that will
sell from around $100 to $135.
After all, pillows are like cars: some want the least
expensive one that still works well and some want the luxury models like the
BMW or Mercedes.
So now on to that Golden Nugget….
This little
tip is something I actually first learned from my mom who is a
Chiropractor. During the initial consult,
she discusses how well they sleep and which positions they sleep in so she can
go ahead and correct their habits if they are sleeping on their stomach. She then explains to them that the type of
pillow you sleep on is very important because when you are sleeping you are in
one position for a long time and if your neck is not properly aligned you can
cause long term damage. She tells them
to bring in their pillow from home at their next appointment so she can examine
it and see if it fits them properly and is providing the proper cervical
support.
9 out of 10 times when they bring the pillow in it is a low
grade pillow that is flimsy and provides little to no support, or they are like
some that shove 3-4 pillows under their neck at night. For the 1 in 10 that has a good pillow she
gives them her stamp of approval and the assurance that their pillow is
providing proper support.
For the other 9 she explains that how you sleep is extremely
important and that once she treats them and gets their body aligned if they
return home, and sleep on the same low grade pillow they are going to mess up
that alignment. She then tells them that
she carries several types of cervical pillows and offers an opportunity to test
them out. If they are interested she takes
them to the “pillow room” and lets them lie on several different types until
they find one that fits them comfortably and provides the proper support. You
can have them lie on the pillows with the plastic still on or you can use
disposable pillow cases or towels.
Once they decide on the pillow they like she writes the name
of the pillow on a pad and hands it to the patient. The patient then takes the “prescription” to
the front desk and her CA handles the payment and getting the pillow for the
patient. This is an important part to
remember because you are the expert and the doctor and you don’t need to be
seen as the salesperson but as the specialist making the recommendation.
Well, I know that change can be difficult but just trust me
and try this tip out and I promise you will see results. Your bottom line will start looking better
and your patients will be happier and sleep better.