The key to successful patient compliance is effective communication. You must be able to effectively convey to the patient the problem, the treatment plan and why they should follow your recommendations. It may be difficult for patients to make the connection between their symptomatic lower back, hip, and/or knee complaints and an underlying asymptomatic foot imbalance. One of the examples I utilize with my patients is the example of a house built on an unstable foundation.

I tell them, "Over time the house itself will have structural problems related to the foundation problems. Even if you repair the house, the unstable foundation that caused the problem remains. By addressing the foundation you can prevent further problems down the road.

"The same applies with regard to your body. If we address your feet (which are the foundation of your body), we can improve both the speed and the results of your treatment plan."

It is also essential that your staff has an understanding of how orthotics work, as well as their own experiences to draw on.

First, you should take a moment to scan or evaluate all of your staff members and show them how need is determined. If you have a digital scanner, this also serves to demonstrate how the scanning software works, since the process of scanning patients' feet is a straightforward task that can easily be handled by your staff. They can then help support your orthotic recommendations.

To take it a step further, your staff members should also be fitted with orthotics in order to have first-hand experience and personal testimonials they can give to your patients. After all, how can staff members effectively and honestly promote a product they have no personal experience with?

Educational Displays Can Make a Big Difference

An educational display in your clinic provides your patients with additional information on what they will be investing in. Brochures can provide more information on orthotics, saving you and your staff considerable time explaining the nuts and bolts of orthotic support. Patients will be able to see and feel the orthotics to better understand how important proper arch support is to their overall treatment plan.

A display with several different types of orthotic samples, along with brochures and other literature, can be placed in a visible spot in your reception area. While your patients are waiting for the start of their appointment, they can read through the literature and learn more about orthotics, turning their time in the reception area into an educational experience.

Additional samples can be kept in the examination room for use while explaining the need for orthotics to the patient. Letting the patient hold and examine a sample orthotic while you explain the need for proper arch support creates a connection for the patient between what you are describing and what they have in their hands. This can definitely help the patient understand and value your recommendations.

What to Say

An important step is necessary after your patient has been evaluated and has seen the information and samples. The next step is to explain your recommendations. If you are utilizing a digital scanner, there are some simple methods to follow when reviewing a foot scan with a patient.

First, you can compare the patient's foot scan with an "ideal" scan. This visually demonstrates the need for orthotics. Ask the patient, "Does your scan look the same as the balanced scan?" Ideally, the areas of solid contact with the scanner surface should be limited to the heels, forefeet, and several of the toes. In the case of collapsed arches, areas of the midfoot will also be in contact with the scanner surface.

The extent of arch collapse can also be shown by how much of the midfoot (from the lateral to medial standpoint) is in contact with the scanner surface.This provides a straightforward visual tool for the patient to see that their arches are collapsing and require support.

Additionally, you can use the scan to compare one foot to the other. Ask the patient, "Do your feet look the same or different?" Differences between the left and right foot scans (especially in terms of the difference in arch collapse between the two feet) again serve to highlight foot concerns that can be addressed with orthotic support.

Finally, you can explain what these differences mean. Bring everything together by explaining how the differences that the patient has noted in their scan can impact (and likely are already impacting) their spinal and lower extremity health.

If you can make the connection between what they see and how it relates to their complaints, the patient will be much more likely to follow your orthotic recommendations. In essence, you will have given them the knowledge to value what you recommend.