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Getting a YES: An Effective Strategy for Overcoming Patient Objections
Patients make more excuses for declining care from an acupuncturist than perhaps any other type of doctor. Various reasons hold them back from making a commitment to care.
Healing Trauma: Cultivating Resilience and Presence Through Mindfulness, Part 2
In the last issue of Acupuncture Today, the first part of this article introduced the topic of trauma and resilience, and their relationship to the autonomic nervous system response and the concept of the spirit being grounded in the body, and suggested the importance of mindfulness as a tool for healing.
Do Some Good and Grow Your Business with Cause Marketing
Cause marketing is truly one of the best ways that you can promote your services as a acupuncture professional. Cause marketing refers to a type of marketing where a business partners with a non-profit organization to help bring awareness to a charitable cause.
What's Chiropractic Research Worth to You?
The Palmer Center for Chiropractic Research (PCCR), in celebration of its 20th anniversary, has announced it is spearheading a fundraising campaign to support chiropractic research.
The Short Leg Dilemma
When evaluating a new patient, it is common to note a relative shortening of one leg to the other. Some patients will even tell you they have one, and then pull out the store-bought heel lift they read about online.
Acupuncture Rising: From Acupuncture Anesthesia to Assisted-IVF, Part 1
Acupuncture's cultural and historical roots go back to the emergence of Chinese civilization. For more than 2,000 years, acupuncture needling has been continuously practiced on the largest population in the world.
The Food Conversation: Nutrition and Your Practice
It's morning and your first patient rolls in with a triple espresso steaming in one hand and a frazzled, desperate look in her eye. "You gotta help me, doc, I am constipated unless I drink one of these, and I am exhausted and anxious all the time."
Fish Oil: A Key Component of Positive Clinical Outcomes
Patients seem to be presenting with more complex problems, and many are responding to care more slowly or have completely unexpected results. Why?
Oriental Medicine on the World Stage
"Let me win. But if I cannot win, let me be brave in the attempt." This simple, yet powerful statement was lived out time and time again by so many of the athletes from around the world during the Special Olympics World Games in Los Angeles.
A Chiropractor's Guide to Yoga
"Doctor, can I continue to do yoga while undergoing your care?" "Is it OK for me to go back to yoga while I'm getting my back treated?" "It is safe to start my yoga classes again after my neck pain improves?"
Improving Communication Between AOM and Biomedical Providers
How comfortable do you feel talking to Western medical providers? If you are like me, you may not feel as comfortable as you would like. Some of my interactions with MD's haven't been the fruitful steps toward integrative medicine for which I had hoped.
Practicing with Authenticity
To extrapolate from the above quote, patients love healthcare providers they can trust. One way to earn the trust of your patients is by practicing with authenticity. What does that mean, exactly?
An Acupuncturist's View of Medicinal Marijuana
The use of cannabis for medical purposes is very controversial. Use as a panacea by physicians uninitiated to the proper application of herbal medicine, as well as an excuse for recreational use have greatly confused the issue.
The New Age of Communication
In the age of technology, everyone, including the patient, is seeking faster, easier ways to communicate. With a wealth of social media, blogs, websites and videos, we are constantly barraged with information – to the point of overload.
News in Brief
Call for Abstracts Announced - Parker Las Vegas 2016; Logan Adds Doctorate Degree; New Role for Dr. James Edwards.
Help: A Need at Every Level
One of the great gifts of training in acupuncture is the ability to take good care of oneself. I recently had a bout of frozen shoulder — an inflammatory syndrome which can be debilitatingly painful and take years to resolve.
The Zen Art of "One Point"
We were always told in our Zen Shiatsu training (by Japanese and Japanese American instructors) that our ultimate aim was to to find that "One Point." To be so focused we could touch just one point to transform Qi throughout a client's body.
Dorsiflexion Dysfunction: Evaluation & Manipulation Techniques
Almost every condition from the foot to the hip can be attributed to the inability to dorsiflex the ankle mortice and other joints that participate in dorsiflexion. Let's start by understanding normal versus abnormal dorsiflexion.
More Chiropractors Required
An intriguing study published in the Journal of the American Board of Family Medicine examines how "chiropractic care affects use of primary care physician (PCP) services."
Patient-Centered Care vs. Payer Restrictions: Your Ethical Obligation
Do you have an ethical obligation to evaluate your patients, make a diagnosis and provide evidence-based, patient-centered health care, irrelevant to the payer restrictions?
Modernization of Chinese Medicine
Language – written, spoken, signed, or otherwise is learned as a means to express our individualized perceptions about the world around us. Language is designed to communicate our personal experiences.
Nuts Reduce Risk of Heart Disease, Cancer and Other Health Problems
Several recent studies suggest regular consumption of nuts may provide a significant degree of protection against certain types of cancer, heart disease, possibly type 2 diabetes and some neurodegenerative diseases.
Change Lives by Supporting Chiropractic Research: Are You In?
The Palmer Center for Chiropractic Research (PCCR), in celebration of its 20th anniversary, has announced it is spearheading a fund-raising campaign to support chiropractic research.
Fertility and Poly-Unsaturated Fatty Acids
Starting or expanding one's family is a major milestone. It's something that more and more people seek out health care advice and support for.
Harvard Health References Flawed AHA Position Paper
In its special health report, "Stroke: Diagnosing, Treating, and Recovering From a 'Brain Attack,'" Harvard Health Publications includes information from the American Heart Association's 2014 position statement on cervical manipulation and cervical dissection – a statement the American Chiropractic Association emphasized in a letter to Harvard Health mixes "scientific facts with half-truths."
Practice Policy (Gone Bad): The Sign
Every once in a while, you see something and think to yourself, That's a really bad idea. Case in point: I went to see my medical doctor the other day. Just after being "roomed," as they say, the nurse checked my vital signs. Then she left.
July, 2004, Vol. 04, Issue 07
Women in Business
By Linda Riach
In business, the issues that men and women face are no different. In fact, I would go so far as to say that how they feel about those issues is no different; however, the skills they bring to the table for coping are often very unique.In boardroom meetings with other CEOs (all of whom run companies that are vastly different) in a variety of settings, I've found that most of us have very similar issues: finding the right team; watching our bottom lines; serving our clients; competing in a tough economy; and surviving, enduring, and ultimately, thriving. I find that we each "sweat it out" in pretty much the same way. While I may be the only woman in the room (and yes, sometimes excluded from the "old boys' club"), I've learned that I'm not alone in how I'm feeling about those struggles or about tackling issues that could make or break my company. We can all learn about marketing and bookkeeping - the business skills.
So, is the gender difference only in how well we put on our "game face?" It may be. How many women learned as children to put on bravado? Few of us. But there is another skill they don't teach in business schools - listening. Listening is something we, as women, learn on the telephone, and in cliques, family gatherings and through our innate desire to communicate.
Every successful business owner finds a market void and fills it. The key to survival, however, is being able to respond to our clients' needs. The amazing thing is that you can discover those needs merely by listening. Listening is the difference that will serve you, as a man or woman, corporate CEO or massage therapy practitioner.
While you may not have 250,000 clients, getting to know the 25 you do have will make those relationships better by helping you give them what they need and keep them coming back. My entire career is focused on the art of listening (something I share with my employees), and while I've had great success with it, there is always much more to learn. In fact, listening is the very foundation upon which my company was built 25 years ago; it is this very skill that makes all the difference in the marketplace.
Knowledge and information are also foundations upon which businesses are developed. Continuously developing and re-inventing your capabilities to meet client needs isn't easy, but it's crucial to serving the customer and to your success, no matter who you are. Listening also means hearing the stuff we don't want to hear - the criticisms and the judgments.
Criticism doesn't feel any better to us than it does to a sensitive teenager. But over the years, I've learned a thing or two about how to deal with the bad, as well as the good, and how to get past the hurt and use what I'm hearing to help my business thrive. So now when I'm confronted with "She's only a woman"; "She has no business background"; or "Just what are her credentials?" I find listening to those judgments spurs me on and incites a kind of "I'll show them!" attitude. This is a powerful motivator, as we "old-timers" in the massage community know. Didn't we grow in the face of skepticism, flourishing despite criticism and proving our value, despite the naysayers and overly arrogant "experts?"
Criticisms? Oh, they sting! It's time to forget those high school wounds, though, and listen for the opportunity for change and growth at its core. The negative feedback provides a wealth of insight, because it tells me as much about the critic (whether client, employee or competitor) as it does about our efforts and areas needing improvement. While I may not like the package it comes in, criticism is a gift, just the same. I feel blessed when I get good feedback, too.
Unlike when I first began my entrepreneurial journey, my more experienced ears are just now learning to appreciate what I do right, and my mind is beginning to use that juice to recharge the energy it takes to make it through the challenges. As entrepreneurs and women in business, we have to remember to celebrate the victories and to get up and do it all again tomorrow - better and bolder than we did it yesterday.
Click here for previous articles by Linda Riach.
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