Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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A War You Can Help Patients Win
The average American consumes approximately 60 percent of calories from sugar, flour and refined oils. A donut is a good example of a so-called "food" that represents these calorie sources.
The Roots of TCM in Depression Treatment
In traditional Chinese medicine, there is historical precedent for the treatment of so-called "Shen" (Heart-Mind) disorder, or disorder/dysregulation of the spirit, which is also considered as distinct but not separate from the cognitive function of the brain.
News in Brief
Support of F4CP Continues With Latest Donations; Walter Reed Honors Dr. William Morgan; Recognizing 40 Years of Public-Health Activism; Allstate Decision Reversed.
Merger Creates New Model of Care
Two San Francisco powerhouses of holistic healing, the American College of Traditional Chinese Medicine (ACTCM) and California Institute of Integral Studies (CIIS), are merging. Together they are building a visionary approach to applied integral health.
The Source-Luo Point Combination, Part 3
Dr. Nguyen Nghi (NVN) was born in Vietnam and is one of the most important scholars, writers, teachers and practitioners of modern time. Many of his theories and applications are the source of modern teachers from Europe and the United States.
Technology Meets Practice: Chiropractic Every Day
About a year ago, I had an interesting conversation with a DC who made house calls. When I asked why, she was quick to explain she learns much more about her patients when she sees them at home than she could ever observe in the office.
Adding Microneedling to Your Clinic for Results and Profit
Microneedling has taken the beauty world by storm over the last 10 years. Under the names dermaroller, microneedling or skin needling you will see these treatments listed in the services of nearly every fashionable beauty salon and day spa in the country.
Abdominal Acupuncture for Eye Healing: The Sacred Turtle and Ba Gua Map
Our ideas about western medicine have shifted in recent decades, while the public is asking more from health care providers.
Medicine as Metaphor
The practice of medicine is both an art and a science. We study and learn the system so that when the time comes to apply it, there is a greater possibility of successfully helping others.
Online Marketing Basics: Google Ranking, Part 1
We all know there is so much opportunity with online marketing. And, let's face it, if you don't have a presence online with a website and social media, you are probably not where you want to be.
Aetna Updates 97140 Policy
In a development the Association of New Jersey Chiropractors is calling "a resounding victory for chiropractors nationwide," Aetna Insurance Company has updated its national reimbursement policy regarding 97140 (manual therapy), reaching an agreement two years after the association filed a declaratory judgment suit in federal court against the insurer.
Data: The New Frontier in Health Care
Your practice is empowered with the data you need to improve patient health, run a more efficient (read: profitable) practice, get paid in timely fashion and help show the efficacy of chiropractic on the national stage in the midst of sweeping changes in health care!
The Integrative Medicine Puzzle: Putting the Pieces Together
The conversation is changing in the broader healthcare community with patients actually moving the discussion toward more integrative topics. Patients today want to know their options.
Treat Every Patient as an Athlete
Frontal-plane movement pattern dysfunction can set the stage for musculoskeletal injury. Frontal-plane stabilization is essential during the normal activities of daily living: think single-leg stance and gait cycle.
Can Acupuncture Treat Knee Pain?
Recently, an article in the Journal of the American Medical Association concluded that, "neither laser nor needle acupuncture conferred benefit over sham for pain or function" among older chronic knee pain patients.
Treating LBP in Golfers: Beyond Basic Assessment
The drive to master the most efficient swing demands a tremendous amount from the lower back. Maintaining stability in a flexed posture, supporting torso rotation and repetitively supporting the golf swing all put the lower back in a vulnerable position.
Lower-Extremity Overuse Injuries: Primer on Causes and Corrections
From ankle sprains to stress fractures, shin splints to plantar fasciitis, the research is clear: These common overuse injuries of the lower extremities – among dozens of others – may be related to abnormal foot function in your patients.
Making Public Health a Chiropractic Priority
As highlighted in this edition's News in Brief, Rand Baird, DC, MPH, FICA, FICC, editor and occasional author of our long-running column, "Chiropractic in the American Public Health Association", was recognized by the organization recently for 40 years of membership.
Melatonin: A Promising Natural Agent in the Prevention of ALS
A number of years ago, experimental studies suggested melatonin could block key steps in the development of Alzheimer's disease, primarily by acting as a brain antioxidant and inhibiting the build-up of beta-amyloid plaque in the brain.
Exploring and Learning from the Gift of Life
I'm grateful to have had the opportunity to teach cadaver dissection classes and workshops with Stephen Cina at the New England School of Acupuncture over the past seven years, first through the Sports Medicine Acupuncture Program and later as a NESA elective course.
Colon Health and TCM
I still remember many years ago, the loud "Yuck" from my wife at the time when we were together watching the Chinese movie "Last Emperor."
The Art of Creating a Healing Space
I always advise my graduates to examine their group practice or treatment rooms with fresh eyes after they leave my CE workshops. I tell them, "Ask yourselves - is your space qi filled, welcoming and healing? Or is it cold and clinical?"
April, 2005, Vol. 05, Issue 04
You Are in High Demand
By Cary Bayer
Wouldn't it be fabulous if you could own a business in which virtually everyone you met wanted what you offered? Imagine how much a business like that could be worth. Even a multinational giant like Microsoft isn't in demand by everyone because not everyone owns a computer.But there is a business whose service is desired by virtually every adult alive - it's called massage therapy. The reason everyone wants what massage therapists offer is because everyone has a body. And almost everyone's body is in some kind of pain. Your market as a therapist is greater than the market for Microsoft! Who would have thought?
Few of the massage therapists I've coached these past three years recognized this reality when I first started working with them. They were so focused on making ends meet that they missed the big picture - namely, that anyone they meet can become a client. (This is also known as missing the forest for the trees.) Even fewer therapists were marketing themselves with this kind of positive thinking dominating their consciousnesses. The absence of this insight is the invisible cause for the financial struggles of far too many massage therapists. Too many of you talented healers are unable to massage fulltime because you have overlooked the enormity of the market in front of you; instead, you take other jobs to pay your bills. If you have time and energy left over, you do some part-time sessions. This is a great loss for you and those who could be benefiting from your healing hands.
By realizing that virtually everyone you see each day wants what you offer, you'll feel encouraged to be more enthusiastic, dynamic and bold in how you speak with people. (Being more enthusiastic, dynamic and bold - the result of this insight - also helps create new clients.) If you think this way, you won't have to rely on gift certificates, discount packages, coupons and free chair massages to land new clients. While those are marvelous marketing stratagems, none is as easy as meeting someone at a party and booking a session for them.
When people ask what you do and you tell them that you're a massage therapist, more than likely they'll express interest in what you offer. Sometimes, therapists laugh and reach for the spinach dip; others reach for business cards. But the therapist who knows that massage therapy is in demand, reaches for the appointment book and asks when the person would like to come in for some relief. Landing a new client can be that simple. That's why it's important to get into as many conversations with people about what you do as you can, which is usually the second question you're asked when you meet someone for the first time. Next time you tell a person what you do, observe their reaction, and pull out your appointment book. Have your appointment book with you at all times - you never know when you might need it.
Someone who sells life insurance works hard to get appointments. That's because people don't like thinking about their mortality. Fortunately, as a massage therapist, you offer immediate relief from what ails people. People like talking about having such a treat in their lives. Don't just give out your card and ask the person to follow up and make a call - they might have second thoughts. Sadly, many people don't recognize they deserve the pleasure of ongoing massage. Carpe diem and carpe clients.
You might also want to have some fun and play a little new business game with yourself. You can target, say, one new client out of your morning shopping trip, one new client from your afternoon yoga class, and definitely one new client at the party you're going to that night. Sure, some of you might consider this audacious, even presumptuous. But what have you got to lose?
I'm not encouraging you to crassly drop business cards everywhere you go. I'm simply encouraging you to adopt four easy strategies:
Start creating and tracking goals for your massage business. On Sunday night, write down your goal for the number of sessions you want to give in the coming week; the number of new clients you want to gain; and the number of discount packages you'd like to sell. When the following Sunday night rolls around, review your results that pertain to your goals and adjust your aspirations for the coming week. If you reached the goals, stretch them for the next week. If you didn't meet your goals, see how you might change your manner of speaking or your actions. You might also track some new categories, like the number of strangers you asked if they'd be interested in getting massage, the number of business cards you gave out, etc. The power of your intention to grow your business and the power of your attention to recording your results helps stimulate your successes.
The remarkable thing about getting clients in this radical new way is that it's mostly a matter of staying focused on it in your daily life - and having the courage to do it. I say courage because many of you - even if you see the wisdom in these ideas - might easily revert back to being like the Cowardly Lion in The Wizard of Oz, and let fear stop you. Here's an affirmation to help expand your thinking to incorporate this breakthrough approach: "Since everyone wants what I do, it's easy to get a new client every day." The more you let this thought grow in your consciousness, the faster it becomes the way you think, the way you speak, the way you act and the way you expand your business.
Click here for more information about Cary Bayer.
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