Expanding your practice takes more than getting people to schedule an appointment and it doesn't really matter how many people are scheduled. What matters is, how many of those scheduled actually come in for their appointment.

New patients are commonly the result of a screening or marketing program. Many people may schedule for an appointment, but you can count on some of them to not show up. Doctors mistakenly conclude screenings are ineffective or a waste of time, but you should know that this isn't the case. Rather, it's what you say to people that gets them to show up for their appointment.

The key to effectively closing patients to come for their appointment is getting them to agree they have a problem that needs to be addressed in order for them to be healthier – and that their problem may be helped with chiropractic care.

You should reiterate the importance of the visit. Explain that, if left untreated, the problem could get worse but that with treatment, they'll be healthier and happier. Remind patients their time won't be wasted for if you can't help them you will let them know. They have nothing to lose because you will give them a comprehensive evaluation to determine what the problem is and whether you can help – all as a gift from you to them. Then, ask if they will accept your gift.

So far so good, but that isn't enough to get a person to follow through. What you say at this point will ensure the person will commit to his or her appointment. This works because you offer the individual a chance to back out and when patients agree to the appointment a second time, you can depend on them to show up.

The script to use should be similar to this:

"Is that an appointment that you'd like to make? Would you like to come in to receive this gift from us? Okay, let's find a time that's convenient for you..." (always give two options) "Monday or Tuesday? Morning or afternoon? 4 p.m. or 6 p.m.?"

Then say:

"Before I put this appointment in the book and schedule you to come in, I want to make sure this is something you want to do. I know you wouldn't want someone to miss an appointment with you, just as we don't want you to miss an appointment with us...So, if I give you that appointment, I am counting on you to keep it. Is there anything that would prevent you from keeping your appointment?"

People who commit to coming in for the second time are the people who will show up. You just got a new patient! Now the question is, what type of patient will he or she be?

You need to determine if the person is serious about improving his or her health, or what I call "a shopper" – an individual interested in the free exam, curious about his or her x-ray, etc. Ask the person what he or she is trying to accomplish from the visit. If it isn't to get rid of a problem or to find out what's causing the problem, there is no way you will be able to develop a long-term patient serious about the results of chiropractic care.

At this point you need to take a step back. You have to get people to identify that there is a problem and then make that problem a priority for them. If a person doesn't understand the significance of the problem, it will never become an issue he or she is serious about addressing, let alone resolving.

Inquire about your patients. Ask them about their health. Explain how stress can negatively effect the body. Ask about their experiences with stress – not stress limited to that caused by accidents and falls, but from pressures at work and home, tension from working long hours at a computer, etc. Explain how stress deteriorates the quality of life, through headaches, fatigue, irritability, tension, sleeping, sinus and digestive problems.

Ask your patients about symptoms they may be experiencing and determine what physical problem they would like to resolve. Once a patient has identified a problem and understands the effect it is having on his or her life, you can continue with the consultation and retain the individual as a new patient.