How To Give A Successful Free Acupuncture Consultation

Free consultations have been a pivoting part of my business.

I’m sure it will happen one day (and I don’t want to jinx it), but I have yet to have a free consultation not turn into the booking of a new patient appointment.

Here are the basics of how I do mine:

15 minute consultation
Scheduled by the potential patient, through my online booking system
Preferably in person, so they can see the clinic and get to know me better

First, I try to briefly develop “rapport.” This is essentially finding common ground with the patient so they feel comfortable around me. I ask them where they are from and where they currently live, and because it’s usually close to where I live, I generally have some connection to that area. I briefly mention my connection to said area, for example: “Oh my sister went to college over there! I love this great restaurant over there called _________ etc.” This is of course always very genuine, as I haven’t had trouble finding a connection to a place yet!

The next part of developing rapport is to ask how they heard about me or who referred them. I comment on this portion too, saying “Oh he/she is such a great patient of mine, I’ve known them for years, I’ll have to thank him/her for the referral!”

Second, I ask if the referring patient or business (or however they found me) told them about what I do in terms of how acupuncture works, treating, duration of treatment programs, etc. Whether they say yes or no, I still explain briefly how acupuncture works and make sure to include that it helps to heal the whole body, not just the symptom. I also make sure to tell them that the treatment plan varies depending on the condition and how long they’ve had it, and also include how after their treatment course is complete and they feel better again, maintenance sessions every 6 weeks or so are crucial so the issue doesn’t return again. This way there are no surprises when their treatment plan is over but you still would like them to come back to you for treatments!

Third, I ask if they’ve ever had acupuncture before. If yes, great! If they hated it, they probably wouldn’t be coming to me right now! If they say no, I tell them they are going to love it and explain it doesn’t hurt and its very relaxing. Sometimes, especially if it’s a child, I even demonstrate a needle insertion in my own LI 4 so they can see how thin the needles are and how I don’t even flinch.

Fourth, I ask them “So what’s going on? What would you like to work on?” After getting a brief explanation of why they want to try acupuncture and for what ailment(s), I sometimes ask them what their 1st, 2nd, and 3rd health goals are. I love doing this so they can get a clearer picture of where they would like to go and what it would look like once they are healthy.

Fifth, I check their tongue. I don’t do pulse in my practice, but checking their pulse here would work well too.

Lastly, I essentially say “If you choose to work with me, a wellness plan for you would probably look like… “ and then lay out what a typical treatment plan for their individualized health goals would look like. I might say they will probably need about six treatments in four weeks, then maybe four treatments in two months after that, and once they are better, maintenance sessions every six weeks so the issue doesn’t return and they stay in balanced health. I also mention they may do well with an herbal supplement that we would discuss at their first appointment. This way everything is clear and laid out from the beginning!

I then ask if they have any questions, answer them if necessary, and then tell them it was so great talking to them. I then say “If you would like to book an appointment you can do it now or from your home! Or if you think of any other questions for me, feel free to email me.” They usually book right then, but it has taken a few days sometimes.

If you don’t hear from them after a few days, following up through email is a great idea. Just ask how they are and if they had any other questions for you.

That’s about it! In the beginning, it took me about 30 minutes to get through this, but with practice it’s definitely possible to get it down to 15.

I have added a summary of this “Free Consultation Form” to the Customizable Forms bundle.

Good luck to all of you in your free consultations!