Start with a Foot Skeleton
Every Podiatrist should have an anatomically-correct, articulated skeleton of the human foot to demonstrate to patients why their particular pathology is a problem:
When your arch flattens, the heel rolls in,
and when the heel rolls in, the arch flattens.
Introduce an orthotic and show how it affects the skeleton foot and supports correct movement.
Tell patients that your goal is always to provide the least expensive treatment that will provide 100% relief.
Then explain the difference between pre-fabs and custom orthotics, and use the skeleton to demonstrate again:
Some prefabs might grab your arch tightly, and I can get you one, but look at this wiggle room. I can get my finger in there. Prefabs never have a heel cup that is deep enough to create a wedge to stop the movement.
Explain that it is important that their feet are always supported— whether with a pre-fab or with a more effective custom orthotic. Many patients choose to use both types for different activities.
Never Let a Patient Leave Without a Pre-Fab from Your Office
There are several reasons to do this.
- Patients feel that their treatment has begun. They have what they need to get started. Most patients will not commit to buying custom orthotics right away.
- They are grateful that you have not pressured them into buying expensive orthotics, but have instead directed them to a particular pre-fab that you think will work best for them.
- At minimum, you have sold at least one pre-fab, which will eventually need to be replaced or upgraded to an orthotic.
- As an added bonus, you’ve kept your patient “in the fold,” and away from all the retail stores selling shoe inserts.
Persuading patients to commit to a custom orthotics is part biomechanics, part performance, and a whole lot of patient empathy!
