Ten Easy Steps to a Successful Screening
Practice Management
Written by Maurice A. Pisciottano, D.C.   
Saturday, 03 April 2004 16:20 Read : 1905 times

Chiropractors all over the country conduct health screenings.  Some are successful, some are not.  The ones who are not successful typically fail because they do not properly prepare for success.  The following ten steps will help ensure success the next time you conduct a health screening.

Step # 1–Set Yourself Up to Succeed
Think about your community, the demographics of your public and their characteristic activities of interest.  It is important to lay the foundation for a positive event that has positive results for the participants in your community.  Remember to consider the type of screening and where the majority of the people interested in this screening would frequent.

Step # 2–Review Staff Functions
If you are taking any staff to the event, review what their specific functions will be during the screening process.  Staff members can assist by routing people to your screening area, helping with the patient information or scheduling a follow-up appointment for chiropractic care.  Decide what everyone’s role will be prior to the event to eliminate confusion and present a professional organization to your community.

Step # 3–Interest the Public
Plan to have something of interest in the area of your screening.  You want to catch the attention of your public through a specific piece of equipment, television screen, literature display and/or type of screening featured.  Your screening area must be inviting and easily accessible to your audience.

Step # 4–Introduce Your Survey
Have an information survey available to pass out to everyone interested in participating in your screening.  The survey should be short (no longer than one page) and easy to fill out.  All pertinent contact, as well as medical information, should be included.  Do not forget a signature area for consent to conduct the screening.  

Step # 5–Collect Survey
As you collect the survey, you essentially begin your screening process.  Build a bond with the person.  Initiate easy conversation about the location, family, weather, etc.  Let your personality come through to help the person feel comfortable with you.

Step # 6–Introduce Yourself
Once the individual feels at ease with you, introduce yourself.  Do a little commercial regarding your credentials and practice history.  Weave the discussion of your qualifications around to include some specific questions about their survey.  This will smoothly lead you into conducting their evaluation.

Step # 7–Conduct Evaluation
Carefully conduct the evaluation or screening.  Give a thorough explanation of the cervical, thoracic and lumbar areas that you are screening.  Make sure to use instrumentation and/or a procedure that will add credibility to your screening process.

Step # 8–Include Patient Education
Critical to your screening process is educating the individual regarding the results of their screening.  Align the credibility of your screening to their problem through the education process.  Be sure to include how chiropractic care in your practice will help their specific situation.

Step # 9–Set an Appointment
Ask direct questions to determine the individual’s feelings about chiropractic care.  Determine if an office tour or new patient visit is more appropriate for the individual.  Set the appointment and give directions to your office.

Step # 10–Confirmation Call
Two days prior to the individual’s appointment, call to see if an earlier appointment would work better for them.  If so, you can move the appointment up in your calendar.  One day prior to the appointment, call to confirm the appointment.  Be careful not to put yourself (or your staff) in a position to ask a yes-or-no question.  This could lead to a cancellation of the appointment.

Consider doing a health screening in the near future.  Follow these ten easy steps and enjoy a successful screening event.  Increase your new patients and promote a positive awareness of chiropractic care and your practice within your community. 
hiropractors all over the country conduct health screenings.  Some are successful, some are not.  The ones who are not successful typically fail because they do not properly prepare for success.  The following ten steps will help ensure success the next time you conduct a health screening.graduate of  National College of Chiropractic.

Dr. Maurice A. Pisciottano, CEO and founder of Pro-Solutions for Chiropractic, is a practicing chiropractor, noted lecturer, author, producer and research and development technologist.  He is well known for his practice management expertise, as well as new patient development programs.  He has devoted the past twelve years to the development of the instrumentation and the computerization of chiropractic treatment and documentation.  Dr. Pisciottano regularly lectures at Palmer College of Chiropractic in Davenport, IA, and at Logan College of Chiropractic in St. Louis, MO.  He can be reached at Pro-Solutions for Chiropractic in Pittsburgh, PA, at 1-877-942-4284.

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