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Marketing Chiropractic to Medical Practices

Author(s): Christina L. Acampora, DC, Former Private Practice Chiropractor and Pharmaceutical Sales Representative for Forest Pharmaceuticals
Details:
  • ISBN-13: 9780763751944
  • ISBN-10:0763751944
  • Paperback    329 pages      © 2009
Price: $108.95 US List
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The first book of its kind, Marketing Chiropractic to Medical Practices targets chiropractors and leads them through a comprehensive sales model to demonstrate how they can educate the medical profession on how to utilize chiropractic services for their patients.  By implementing a gradual approach from the first office contact to presenting an effective and educational sales call, this text informs the chiropractor how to confidently access their greatest untapped new patient source. Marketing Chiropractic to Medical Practices offers a step-by-step approach to secure medical referrals and develop ongoing professional relationships between the chiropractic and medical worlds.

 

Features:

  • How to provide a pro-chiropractic message based on evidence based research
  • How to access physicians
  • Uncover patient needs and physician objections for chiropractic care
  • Learn the most common physician objections and how to overcome them
  • How to select research that addresses the needs and objections of a physician
  • How to present research to support a MD/DC conversation

 

Features & Benefits

The only book solely related to growing medical referrals for chiropractors

Illustrates how to form personal relationships with medical doctors in a cost-efficient manner

Responds to the consumer demand for alternative health care 

Includes useful appendices and templates

Preface

Dedication

Chapter 1: Introduciton

Chapter 2: Preparing and Executing Your Call: The Who, What, and How of Promoting Your Practice to Physicians

Chapter 3: Introducing a Conversational Sales Model

Chapter 4: Selling to Different Personalities

Chapter 5: Knowing Your Target Audience

Chapter 6: Research and Evidence Based Chiropractic

Chapter 7: Chiropractic’s Key Selling Points

Chapter 8: The Evidence of Efficacy for Manipulation

Chapter 9: Safety Data for Chiropractic

Chapter 10: Cost Effectiveness of Chiropractic Care

Chapter 11 Introduction to Competitive Selling

Chapter 12: Other Promotional Opportunities

Appendix A: Companies with Promotional Products

Appendix B: Website Resources

Appendix C: General Safety Statistics

Appendix D: Chiropractic Degree and Educational Background

Appendix E: Samples of First Professional Degrees

Appendix F: Chiropractic Education

Appendix G: Questionnaires to Include in a Detail Binder

Appendix H: Ongoing Research Projects

Appendix I: Sample Prescription Pad Information

Appendix J: Sample Summary of Care Letter

 


Christina L. Acampora, DC-Former Private Practice Chiropractor and Pharmaceutical Sales Representative for Forest Pharmaceuticals

Christina Acampora, D.C. is the founder of “Aligned Methods,” a company dedicated to bridging the gap between the medical and chiropractic professions by supporting independent chiropractors with the tools they need to effectively educate physicians about chiropractic care and by working strategically with local and national chiropractic organizations. Dr. Acampora is also a former private practice Chiropractor and a Forest Pharmaceutical Sales Representative.

  • "Marketing Chiropractic to Medical Practices will provide you with tested tips to promote chiropractic ethically and professionally, and most importantly, cost-effectively to the medical world. This 300-page book provides guidelines to educate medical doctors to utilize chiropractic services for their patients. It utilizes current evidence-based research to illustrate how chiropractors can present key findings in a convincing way."

    ~ Bob Levoy, author of 222 Secrets of Hiring, Managing, and Retaining Great Employees, Jones and Bartlett Publishers. 
    (for Chiropractic Economics, Vol 55: Issue 17, October 2009)

  • “This book serves as a simple guide for those who are inexperienced in marketing and offers suggestions for those with varying levels of confidence. Of particular use are the appendices, which provide a number of templates and cost-effective resources for promotional materials and emerging research and information on chiropractic. References are provided at the end of each chapter and throughout the text for easy access. I highly recommend this book as a user friendly guide on how to strategically market chiropractic and build strong interprofessional relationships with members of the medical community.”

    ~ Danielle Southerst, Canadian Memorial Chiropractic College, Toronto, Ontario, Canada (for Clinical Chiropractic, April 2010)