The recession is putting a drag on a lot of chiropractic practices throughout the country.  Here in California, the unemployment rate hit 11.7% in August.  Although most of it wasn’t in the Bay Area where I’m located, I still sense that people are “hunkering down” and not wanting to spend money; or at least want to minimize their expenses, even it means having to deal with back or neck pain.  As a result, I’ve made some tweaks to my procedures to roll with the times.

Here’s the dialogue of some phone calls I’ve taken recently:

Caller:  “Hello, I’m looking for a chiropractor, and was wondering how much you charge.”

Me:  “Thanks for calling.  Is there any insurance we can check for you?”

Caller:  “No, I have Kaiser (a local HMO) and it doesn’t cover it.”

Me:  “Well then, the initial visit is $75 which includes a history, exam, and treatment.  Of course, I’d first determine your diagnosis and let you know if it is something I can help you with before we commenced treatment.”

Caller:  “Ok, thank you.”

Me:  “Is the price too much?”

Caller:  “Yes.” (sounds a little uncomfortable)

If I’m not in the mood, I let them go.  I feel that $75 is an excellent deal for one hour of my time examining, consulting, and treating, and of course carrying the risk of getting sued every time I place my hands on a patient.  And if they think it’s too much, then sayonara.

But lately, I’ve been telling these callers that I have a sliding fee schedule for income challenged people.  I’ll say something like, “Well ____, I really don’t like having to turn away people seeking my services due to cost.  How much can you afford?”

As long as they don’t reply with some unreasonable number (and abuse my sliding fee schedule policy), I tell them OK.  But when they arrive, I let them know (without sounding pretentious) that they are getting special accommodations.   Then I’ll say, “I am totally fine with lowering my rates so that I can help more people, but one thing I’d like to ask in return is that, if you are satisfied with the service you receive, I’d like you to write a Yelp review for my clinic.  Is that a deal?”

In most cases, the patient is very happy to be receiving a lower rate, and wants to show his/her appreciation.   You can rely on these patients to write a good review, thanking you for your services and generosity.  These things add up and will bring you more referrals.  So in the end, you  turn a situation of less income (reduced fees) into more income (from Yelp referrals).

Dan Perez, DC