There are two subjects that are required in order to move potential patients from a “no, I’m not sure that acupuncture can help me,” to “yes, I think that this is the right choice for my healthcare needs.”

Here are the Two Green Lights of Acknowledgement. Green is good, it allows things to flow well and when you have acknowledgement, you have agreement. When you have agreement, you have a new patient.

• Agree or Disagree. The first thing that you need to do is to get your patients to acknowledge and agree that they have a problem. Potential patients often ask what acupuncture is and what it can treat, and acupuncturists ask these potential patients what they have wrong. When asked what you do, or what acupuncture can do, you should answer their questions and then ask if they have had any health problems over the past 5 months.
• I have the answer for you. The next thing you need to do is to get them to realize that you have an answer for their problem(s). The goal is to get them to call you, or best of all, get them to come into your clinic for an evaluation. Once they are in your clinic, it is you goal to get them to stay for more care.

It can go like this:

Potential patient (PP): “Hey, you’re an acupuncturist! Wow, I know so and so, who knows so and so, who has tried acupuncture and it worked really well for them. What does it do?”

You: “That’s wonderful, isn’t it amazing how this ancient form of healthcare can help so many people in so many ways?” Tell me <their name here>, are there any health conditions that you may be concerned about?”

PP: “Well, not really. I feel fine, no problems here!”

You: “That’s great <their name here>. You must be the picture of health. Can I ask you a few questions? Do you sleep well? Do you ever get any headaches? Do you ever get any pain, stiffness or discomfort? Are you stressed out?” If they answer that they feel fine, give them a business card or a brochure that talks about what acupuncture is, and what it can treat, tell them that “it’s wonderful that they feel so well, and if they ever need any care or if you want to know if acupuncture can help with specific symptoms of signs, do not hesitate to contact me, and if they know anyone who may need to get well and stay well, give them my card and have them call me.”

The goal is to try and have them bring up a health condition that they are concerned about. If they do, then:

PP: “Well I have had a few headaches in my time. But no big deal.”

You: “Wow, let me share with you something that I think is important. You may think that headaches <or whatever condition they mention>, are no big deal. But, if you had tooth pain that came and went and came and went, on and off for months, would you ignore it? You may, but, over time, it may manifest into something more severe, like a cavity or worse, or the need for a root canal.”

“Now, I’m trying to change your mind, and I am not saying that your headaches are something to worry about, but if you knew that there might be a way to eliminate your headaches, and potentially detect what may be a small problem now, before it becomes a larger one, wouldn’t you want to know? I may have the answer for you and your health care needs.”

“Well, I invite you to come on in to my clinic so I can take a closer look at your problem. If I were standing in your shoes, I would do everything I could to protect my health before it got any worse. So, what I am offering is…<make an offer they can’t refuse-see our website in Tips and Free Stuff section and look for Health Pass Information>

The goal is to get them to acknowledge that they have some sort of health problem. Once you get them to the “Yes, I do have <headaches, digestive troubles, etc…>,” you then need to get them into your clinic for an evaluation, and eventually for care.

One of the tried-and-true ways to continually attract new patients, reactivate old ones and stimulate current ones, is through good old direct marketing mailings.

It’s a win-win. They receive something that makes their day, you spend little more than .70 cents, and few minutes of your time. Direct marketing mailings help you professionally share your message of health and acupuncture with your local community.

Below are a few sample letters to help kick your direct marketing mailing into gear and make it easier for you.

Send one of the 2 letters below out after your new patient’s first visit. It’s a warm way to welcome them into your practice.

Welcome Letter #1

Dear <patient name>,

Welcome to our clinic, and to the family and friends who have found success with the natural methods acupuncture care has to offer.

Most patients seek out acupuncture care for a variety of health concerns. My goal at this clinic is to help you, your family, and friends achieve and maintain optimal health with this safe, natural, drug-free, and holistic health care system.

The trust and confidence you have placed in selecting me as your acupuncturist is most appreciated.

It’s a great pleasure to welcome you to our practice, and a wonderful opportunity to work together with you to provide a life free of pain and full of vitality! I look forward to our next appointment together.

I want to thank you for investing in your most valuable possession—your health!

Yours in Health and Wellness,

<handwritten signature>

<printed name>

Include the following items with this letter:

• A schedule card reminding them of their next appointment
• Three business cards
• Acupuncture Question and Answer brochure
• Condition-specific brochure (if applicable)
• Acupuncture in a Nutshell

Welcome Letter #2

Dear <patient name>,

I want to take a moment to congratulate you for investing in your health – your most valuable possession.

I see many patients with a variety of health concerns, many of which respond favorably to acupuncture care. My goal at this clinic is to help you and your family, achieve and maintain optimal health with safe, natural and holistic acupuncture care.

The trust and confidence you have placed in the unique healing that acupuncture can provide, is most appreciated. Acupuncture works, and this ancient health care system can:

1. Help to prevent illness and disease
2. Activate the self-healing and self-regulating abilities of the body.
3. Adjust and balance the flow of vital life energy, called Qi.
4. Help you achieve optimal health, vitality, and well-being.

It is a great pleasure to welcome you to my practice, and a wonderful opportunity to work together with you to provide a life free of pain and full of vitality!

I look forward to our next appointment together.

Yours in Health and Wellness,

<handwritten signature>

<printed name>

Include the following items with this letter:

• A schedule card reminding them of their next appointment
• Three business cards
• Acupuncture Question and Answer brochure
• Condition-specific brochure (if applicable)
• Acupuncture in a Nutshell

Send referral letters out on a regular basis. This is a great way to get your name noticed around town. Go through the yellow pages, holistic directories, those business cards you collected, anything you have at your disposal. Make a list of medical doctors, massage and talk therapists, chiropractors, anyone whose practice will complement yours.

This letter is for your patients, asking them to help grow your practice. For other referral letters, visit our online store at www.acupuncturemediaworks.com. Click the “Tips and Free stuff” link and open the “Referral Letters to Grow Your Practice” file.

Referral Letter

Dear <Patient name>,

First of all, I want to thank you for being a patient of mine.

I have really enjoyed working with you over the past few <weeks, months, years>, and I just wanted to let you know how much I appreciate you choosing me as your acupuncturist.

I realized that I would love to have a practice full of <patient’s first name> if I could.  Since people tend to attract and socialize with like-minded folks, I figured that asking for your help may bring in more patients like you. To be quite honest, I’m figuring that you know others who may also benefit from acupuncture care.

So, short of cloning you, if you know anyone that I can help, let me know, or just send them my way. I will even provide them with a <complimentary, reduced rate, or discounted> initial exam, just because they’re a friend or family member of yours.

Thanks again for helping me help your friends and family, and having the trust and confidence in referring them to me. If there is any way I can be of service to you, don’t hesitate to let me know!

In Health & A Practice Filled With  <patient’s first name>.

<handwritten signature>

<printed name>

PS. I have included three discounted Health Passes. Please hand these out to your friends and family members who may also benefit from acupuncture care. Thanks again!

Include the following items with this letter:

• “Acupuncture & Modern Research” brochure
• Three “Acupuncture in a Nutshell” booklets
• Three business cards
• Three coupons or Health Passes