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Are You Really a Healthy Eater?
I always giggle a little bit (to myself) when someone comes into my office and informs me that they are a healthy eater. What exactly does that mean? Does that mean they eat sugar in moderation? And what's that, exactly?
Finding Balance in the Clinic
This past December, I celebrated 11 years in practice. I seriously don't know where the time went. I feel beyond blessed and grateful to be practicing our profound and beautiful medicine and to be helping guide my patients restore a state of optimal health.
Cell Health (Part 2)
Dr. Barsten, your book is about restoring "cell vitality." Can you briefly define the term? Cell vitality is more than the mere absence of symptoms or pathology, but optimum structural, physiological and energetic health.
Leaving Footprints on Capitol Hill: Tribute to Dr. Kenneth Luedtke (1930-2014)
It was with great sadness that I heard of the passing of Dr. Ken Luedtke.
The Top Seven Website Mistakes Clinics Make
The majority of acupuncture clinics finally have a website for their business. Having a website is crucial for being found online through Google, Facebook and review sites like Yelp.
The CDC came out with a report in March 2013 that suggests 1 in 50 children will be diagnosed somewhere on the autism spectrum – significantly higher than the 1 in 86 figure that came out in 2007. What does this mean moving forward, particularly for children?
Connecting the Dots
In 2002, I published a book on patient examination procedures that included information on the procedural coding of the recommended examinations. The book should have been published in 2000, but I had trouble finding a publisher. Why?
Unlevel Pelvis in the High-School Athlete: Exploring Causes and Effects
The unlevel pelvis is all too common in the high-school athlete and if not detected, will likely cause a lifetime of musculoskeletal issues. Any provider who doesn't look for this common finding is missing critical information.
News in Brief
An Encouraging Sign at Palmer; NBCE Announces Retirement of Longtime Director of Testing.
Let's Speak With One Voice in 2015
For the longest time, the chiropractic profession has attempted to achieve some form of unity. On a political level, this was characterized by an ultimately unsuccessful two-year merger effort between ACA and ICA leadership from 1986-1988.
Put the Social Back Into Social Media
Social media is more than a passing fad, it is definitely here to stay. Social media apps and channels of distribution may evolve, but the concept of social media is now big business and a part of all our lives.
Mind-Body in Motion
A central goal of low back pain treatment involves the correction of dysfunctional movement patterns believed to be responsible for spinal overload.
It's Time to Create a Strong Acupuncture Footprint
Footprints in the sand. Footprints in the snow. Where do these footprints go? Some are big, some are small, but footprints are made by all.
The Conscious Evolution of Healing, Part 2
The idea of transmission is very important in the Chinese medical classics. According to author Claude Larre, the ancient Chinese were highly interested in the connection between things. Nothing was looked at as an isolated entity.
Old TCM Sayings: Treat the Front to Treat the Back
Chinese medicine college was, and always will be, a memorable time. It was a time of massive personal and professional growth.
Neuroscience: Where Western Medicine and Chinese Medicine Can Come Together
The recent advances in neuroscience are truly incredible. With this expansion of scientific knowledge, I would like to see even more research into the neuroscientific basic of acupuncture and Chinese Medicine.
It might have been a miserable start to the day in the heart of downtown San Diego. A heavy rain had soaked the large homeless population congregating near the intersection of Third Avenue and Ash Street as they waited for a free breakfast to be served at the First Lutheran Church on the corner.
Case Histories from Bali: Treating Balinese Chidren with TCB and Shonishin
When I moved to the island of Bali in 2005, I offered my services in Bumi Sehat, which means Healthy Mother Earth, a free birthing center for poor and disadvantaged local women located in Ubud.
Acupuncture and Homeopathy: Bioenergetic Brothers
Acupuncture and homeopathy share an important healing principle: bioenergetics. "Bio" means "life," so bioenergetics is literally "life energy."
Help Your Parents Stay Engaged
As much as parents may wish it were so, children do not come with an instruction manual. There's no "how to" that can be followed and no two children are alike, so what works with one generally won't work with the next.
October, 2001, Vol. 01, Issue 10
Happy Birthday to Me!
By Perry Isenberg
During a recent convention, I spent a considerable amount of time away from the BioFreeze booth to spend time with some of our wholesale distributors and business associates. This time, coupled with the fact that our company is celebrating our 10th year in business, caused me to reflect on how privileged and fortunate we truly are.
In the exhibit hall, there were 11 wholesale distributors of our product; at least seven of them have been selling the product for as long as we have been in business. Although the other four dealers have been selling our product for only a few short years, they have benefited from the best efforts of our first group of wholesalers, who together helped us achieve national distribution and demand.
This thought process sparked the following question: How much of our available resources (time, money, energy, etc.) do we direct to acquiring new business, vs. helping our established customers sell more product?
After thinking it through, I concluded that we spend at least 85% of our resources working with current customers, with the remaining 15% going toward finding new business. I'm content with these percentages, although I have no point of reference as to whether industry norms exist. I also noted that we had no prior objectives or strategies to structure our resource distribution.
I started to think of massage therapists, and wondered if they recognize the importance of programs to take care of current customers vs. promotional activity to attract new customers.
We all execute programs to attract new customers -- but do we always take the time to allocate resources to existing customers? Consider yourself a customer who responds to a promotional offer in a local paper from a massage therapy clinic. The ad offers 50% off your first massage treatment. Obviously this type of offer is great to generate new clients - at this point, it's a win-win situation. Now you are a client, and you continue to see the 50% offer every month in the paper. How impressed would you be if on your birthday, the therapist gave you your treatment for free as a thank-you for your continued support? After all, the therapist offers 50% off the first massage to a first-timer, with no guarantee the prospective client will become a regular client who could also generate new business via word-of mouth-referral.
Let's do the math:
Ten consumers take the 50% off first-time offer. Two become regular clients; one becomes a semi-regular client. Assuming regular is once a month, and the hour session is $60.00:
This provides you $1,530 in revenue for 12 months. Ten regular clients provide you with $7,200 in revenue. If you offered one free treatment to each of those clients, it would cost you $600; $7,200 - $600 = $6,600 in revenue for 12 months.
This exercise clearly demonstrates that heavily skewing your resources to existing customers is a worthwhile strategy. The word-of-mouth referrals alone for the "birthday" gesture would be worth thousands of dollars to any therapist.
Staying in touch with customers, and treating and rewarding them with the respect they deserve, is a worthwhile business decision. Review how you use your resources, and make sure you take care of those who take care of you! In the meantime, be healthy, be good, stay focused and motivated.
Click here for previous articles by Perry Isenberg.
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