The rule to successfully embracing challenges is to always ask questions back that imply a positive result! We want to see if we can conquer the challenge first, and if not, gather information that will be helpful in a future follow up. You can also use the classic Feel, Felt, Found to work through their questions. See some examples below.

Overcoming Securing Event Challenges #

I’m not the right person:
“That’s okay! Who would I need to talk to? When will they be in? What is the best way to contact them?
NOTE: Get a business card, direct phone #, email. Need to get SPECIFIC info here!

We’re not interested/We aren’t allowed to do that:
“Susie, Tell me what about this opportunity doesn’t interest you?” (or doesn’t comply with your policy)

I need to check with corporate:
Spinal Screener: Yes of course Susie! Now I want to make sure you have all you need for that conversation, tell me, what questions might they ask that I could help provide information on today?
Patient: (Replies)
Spinal Screener: Now Susie, as you asked these questions, I realized you may not know the answers to everything and I know just how busy you are! Why don’t I go ahead and help you by connecting with your corporate. I will go ahead and call them to explain what we do and I know that they’ll be just as excited as you! Who could I reach out to? (Gather contact info)

There are only 2 or us (etc.):
“That is no problem, your health is just as important to me! I want to give everyone the chance to have lifelong health. Why don’t I grab you your favorite coffee and muffin to join in on keeping you living well for life! How does XX day work?

Embracing Challenges at Events #

Time (not sure of schedule, too busy, going on vacation soon…)
“Hey (Name) I totally get busy schedules! So let me tell you what, let’s find the time that most generally works for you. If you go home and see you have a conflict (etc.), then just give us a call. Since you’re on the books, there’s no problem and no questions asked. We can’t wait to help you with (insert condition) So let’s get you scheduled, do you tend to prefer morning or afternoon. ”

Money (they have insurance)
“Wonderful, that is great! Here is what we will do, we still go ahead and collect the payment today and then while you are meeting with our Dr, the front desk team will verify your insurance and let you know exactly how it will work. Any overpayment will be refunded on the same day. So (name), let’s get you schedule and help with your (insert condition), do you prefer morning or afternoon.”

Money (I have no money with me)
“That’s okay! We also accept Apple Pay, Google Pay, and other NFC payments that you can pay directly from your phone! I’m also going to be here for another (TIME LEFT) so you have a little time if you need to go get your wallet and come back! Either way, we have to have to have the $20 down payment in order to reserve your appointment and support our charity, so I need some form of payment to give you this incredible offer! – *It can also be a good idea for the office to setup a Venmo, CashApp, and/or Paypal account as well for easy payment or money transfer on site with a mobile device!

I’ve Tried Chiropractic Before and It didn’t help/Made it worse
“(Name) I am so sorry to hear that you didn’t have the results you expected. Tell me, did you ever end up trying a different Chiropractor? Because like with a Dentist or Hair stylist, sometimes you have to find the right fit for you. And I know our Dr. has helped so many with (insert condition) like you are describing and I would love to help you too! So let’s get you scheduled, do you prefer morning or afternoon. “

I already have a Chiropractor
“That’s wonderful (Name)! I love that you already know the importance of Chiropractic in your life. Now I still see you marked on your screening survey (insert condition), so tell me, when was the last time you were able to get in? OR “Are you satisfied with where you are at now?”
*NOTE: We are not here to take someone from Chiropractic, BUT many people say they have a Chiropractor and haven’t been for a LONG time!

I don’t have any pain
“That’s wonderful (name) you are one of the lucky ones! However I do want to ensure you know that Chiropractic is so much more than just a treatment, but a preventative care to keep you living well for life! We can often feel great, but as we see, the device shows there are a few areas of developing concern. I want to ensure we can keep you feeling as good as you do today, so let’s get you scheduled! Do you prefer morning or afternoon?”

I am scared of getting my neck cracked. I don’t like to be touched.
“Susie I totally understand how you feel, you’re not the first to feel this same way, and that’s why we’ve found that it’s better not to adjust you on the first day! During the first visit with the Doctor, you are able to really find out how chiropractic can help you with (insert condition) and connect with our doctor to express the (insert their concern). We want to make sure you are comfortable all while getting the result you deserve! You will LOVE our Doctor, so let’s get you scheduled (Name), do you prefer morning or afternoon?”