One of the best ways to get new patients is to participate in local trade shows and/or health fairs.  Even if the event is not health related, being seen can get you positive exposure and new patients.

Many people suffer from back pain.  Sometimes just seeing a chiropractor set up at an event is enough to get someone’s attention.

Below is a list I have compiled to help you make the most of a community event.

1. Smile
Have you ever heard of the Halo Effect?  It simply states that people are attracted to, and more likely to follow, someone who smiles and is well dressed, than someone that is not.

2. Don’t Sit
People do not want to “bother” someone who is sitting.  Standing and smiling makes you more approachable.

3.  Confident & Concerned
You have to sound confident it what you say and how you present yourself.  This goes for staff also.  They should be confident also.  If they do not know an answer, they can simply say, “That’s a great question.  I think Dr. ________ can answer that better than I could.”  Concerned is another attribute that you should have.  When someone stops at your booth, they are probably having some symptoms of sorts.  Show concern when dealing with the person.

4.  3rd Party Stories (Testimonials)
When they tell you their issue(s), don’t just say you may be able to help.  Use a story of another patient that was suffering from the same thing and they responded well to treatment. (etc)  That builds credibility and uses a law of persuasion called Social Acceptance. If others are doing it, it must be okay…or they feel like they are missing out on something.

5.  Screening or Not?
Sometime screening is not necessary.  If someone is hurting, and after speaking with you they feel you may be able to help them… schedule them for an appointment.  Don’t over sell them.

6. Create Urgency
You have to give them a reason to act now.  Obviously the have not got off of their tail and called to schedule an appointment on their own.  Why should they schedule one now?  I recommend  using a discounted exam.  However, you must know how to present it.  You should say, “Normally for (get detailed) the consultation, exam, any x-rays needed, the initial visit is $180.00 (or whatever).  However, anyone who schedules an appointment from today’s event, we are doing the exam for only $20.00.” Always give the higher price first.  That create a watermark.  Now that they are thinking about the $200 price level, $20 is really cheap.  That creates urgency.

7.  Ask for the Appointment
Ancient text says, “You have not, because you ask not.”  The number one reason for not scheduling more patients at health fairs and trade shows is not asking the potential patient to schedule an appointment!  After you explain the discount exam, I suggest using the assumption close. Simply say that it is a great opportunity for them to come in and at least get checked out.  Then grab a pen and calendar.  With your head down and pen in hand, simply ask if Monday or Tuesday would work better for them.

Knowledge is knowing.  Wisdom is applying the knowledge.  Now go use wisdom and apply the above techniques to grow your practice and heal more people!