I’ve said it a thousand times and I’ll say it again… Your patients think you treat only what they presented for… so educate them.

Use the “dead air” during routine foot care visits to talk about something other than the weather. Casually mention the cute little boy who just left who was so excited to run even faster at his soccer game this weekend (because you just dispensed his custom orthotics). “I didn’t know you treated kids” will most likely be the response as you continue your debridement.

Or, what about glancing at the shoes (that are worn on the medial sides) of the patient you are performing an ingrown toenail procedure on, and asking if they ever experience knee, hip, or back pain. It’s a good distraction and an easy way to begin a discussion about biomechanics and how the medical-grade and custom orthotics you offer help with more than just foot pain.

Get creative and think “what more can I do for this patient that they didn’t know I could” and
consider the same philosophy when marketing to referring providers, online and to the community.

You’ll be surprised at the difference it can make!