Marketing Chiropractic To Medical Practices

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Overview

The first book of its kind, Marketing Chiropractic to Medical Practices targets chiropractors and leads them through a comprehensive sales model to demonstrate how they can educate the medical profession on how to utilize chiropractic practice for their patients. By implementing a gradual approach from the first office contact to presenting an effective and educational sales call, this text informs the chiropractor how to confidently access their greatest untapped new patient source. Marketing Chiropractic to Medical Practices offers a step-by-step approach to secure medical referrals and develop ongoing professional relationships between the chiropractic and medical worlds.

Features:

How to provide a pro-chiropractic message based on evidence based research
How to access physicians
Uncover patient needs and physician objections for chiropractic care
Learn the most common physician objections and how to overcome them
How to select research that addresses the needs and objections of a physician
How to present research to support a MD/DC conversation

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Product Details

  • ISBN-13: 9780763751944
  • Publisher: Jones & Bartlett Learning
  • Publication date: 5/19/2008
  • Edition description: 1E
  • Pages: 329
  • Sales rank: 407,216
  • Product dimensions: 5.90 (w) x 8.90 (h) x 0.80 (d)

Table of Contents

Ch. 1 Introduction 1

Ch. 2 Preparing and Executing Your Call: The Who, What, and How of Promoting Your Practice to Physicians 49

Ch. 3 Introducing a Conversational Sales Model 65

Ch. 4 Selling to Different Personalities 81

Ch. 5 Knowing Your Target Audience 93

Ch. 6 Research and Evidence-Based Chiropractic 109

Ch. 7 Chiropractic's Key Selling Points 125

Ch. 8 The Evidence for Efficacy of Manipulation 135

Ch. 9 Safety Data for Chiropractic 193

Ch. 10 Cost-Effectiveness of Chiropractic Care 219

Ch. 11 The Competition 241

Ch. 12 Other Promotional Opportunities 267

Appendix A Companies with Promotional Products 275

Appendix B Web Site Resources 277

Appendix C General Safety Statistics 281

Appendix D Chiropractic Degree and Educational Background 283

Appendix E Samples of First-Professional Degrees 285

Appendix F Chiropractic Education 287

Appendix G Questionnaires to Include in a Detail Binder 289

Appendix H Ongoing Research Projects 291

Appendix I Sample Prescription Pad Information 297

Appendix J Sample Summary of Care Letter 299

Index 303

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