Marketing Chiropractic to Medical Practices

Designed to help chiropractors obtain more medical referrals, this book leads readers step by step through a sales model to demonstrate how they can educate medical doctors to use chiropractic services for their patients. The book offers a step-by-step approach for gaining more medical referrals, forming strong personal relationships with medical doctors, and responding to consumer demand for alternative health care. Chapters cover topics such as the conversational sales model, selling to different doctor personalities, knowing the target audience, and competitive selling. There is one chapter devoted to recent clinical trials on the efficacy of manipulation in the treatment of headaches and issues of the lumbar and cervical regions, which can be used as evidence for the efficacy of chiropractic when presenting to physicians. About 25 pages of appendices offer statistics, vendor directories, and questionnaires. Acampora is a member of the American Chiropractic Association and the Foundation for Chiropractic Education and Research. Annotation c2008 Book News, Inc., Portland, OR (booknews.com)