resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Time to Fight for Your Medicare Right
I have heard a lot of noise and a lot of debate about what is going on with Medicare. As an ACA delegate, I often get asked: 'What is the ACA even doing?'
Know Your Research: Tips for Evaluating Literature Reviews
Clinical and experimental studies are not the only types of published research we might encounter as we look for evidence to inform our practices. One of the most useful types is the literature review, which summarizes a group of studies.
Analyzing Acupuncture Case Studies
Confirm the answer quickly by the elimination method. Take this case study as an example. After two treatments for back pain, a patient presents for a third session complaining of rapid breathing and wheezing that is made worse during cold weather.
Don't Ignore the Lower Half of the Pelvis (Part 1)
When your patient complains of lower back or pelvic pain, but your usual treatments are not getting the job done, what do you examine and treat? You may be missing important structures in the lower half of the pelvis.
What are the Meridians?
The meridian and collateral system (jing luo, hereinafter referred to as "Meridians") is comprised of the main meridian channels (jing mai) and the collateral vessels (luo mai). Jing takes from meaning of the Chinese word pathway (also jing) and are the main branches of the system.
International Congress on Integrative Medicine
"Bridging Research, Clinical Care, Education and Policy" was the theme for the International Congress on Integrative Medicine and Health 2016 (ICIMH).
Lessons from Functional Neurology
Chiropractic neurology, also known as clinical neuroscience or functional neurology, is moving the chiropractic profession forward by leaps and bounds.
Work Stress and Musculoskeletal Health: Do Your Patients Get the Connection?
Most people underestimate the impact their job has on their health, especially if that job isn't particularly physically demanding. Big mistake.
MPA Media Wins More Publishing Awards
The American Society of Business Publication Editors (ASBPE) has honored Dynamic Chiropractic with a national award and two regional awards for editorial excellence, and sister publication DC Practice Insights with two regional awards for graphic design excellence.
Guidelines for the Use of Modifier -52
Modifier -52 identifies that a service or procedure has been partially reduced or eliminated at the physician's discretion. This is to indicate the basic service described by the procedure code has been performed, but not all aspects of the service have been performed.
Overuse Injuries in Young Athletes (Part 1)
More than 45 million children ages 6-18 participate in some form of organized athletics, and 75 percent of American families with school-aged children have at least one child participating in organized sports.
Less Time Than Required
Q: When is it appropriate to use a modifier -52? Can I use it for a timed service when I do less than the time required by the code?
Let's Talk About Biceps Injuries at the Elbow
While most muscles cross over only one joint, the biceps crosses two joints: the elbow and the shoulder. Injuries to the lower biceps cause considerable elbow pain. Here's how to assess and treat an injury to this area conservatively.
What's New in the NCCIH Strategic Plan
The NIH National Center for Complementary and Integrative Health (NCCIH) released its draft strategic plan 2016-2021 for public comment in early spring of 2016.
A Study of Relationships
Sa-Ahm's five element acupuncture method is known to be one of the most effective acupuncture techniques in Korea because it gives an instant response at the time of treatment and has a high success rate in resolving chronic problems.
Are Probiotics Doing More Harm Than Good?
Considerable controversy exists concerning the efficacy of probiotic supplements. Very few human studies show any real positive impact on the microbiome or health. The "promise" of probiotics is based on the few animal studies that suggest a positive effect.
Adventures with the Pericardium
My previous column on the San Jiao deserves equal time for SJ's loving partner, the pericardium. I nicknamed SJ the travel meridian – but pericardium can also play a crucial role in air travel.
Illuminating the Hidden, Freeing the Source
Amongst the Primary Channels, from a classical point of view, the small intestine is perhaps the most important channel to understand. It is one of the least used acupuncture channels in modern acupuncture, yet it within it can be found a wealth of theories from the Ling Shu.
Traditional Chinese Herbal Medicine in Taiwan Hospitals
This spring, a team of Western medical doctors and TCM practitioners from Cleveland Clinic traveled to Taiwan to visit Kaiser Pharmaceutical Co. (KP), and China Medical University (CMU), Taiwan's leading integrative medicine hospital.
The Professional and Practice Benefits of Political Activism
Welcome to election season, a vital part of our American culture. Every two years, without fail, we are bombarded with TV, print materials and phone messages seeking our vote.
The National Institutes of Health (NIH) lists more than 80 common autoimmune diseases including asthma, Crohn's disease, Guillain-Barré syndrome, multiple sclerosis, myasthenia gravis, psoriasis, rheumatoid arthritis, and lupus.
April, 2006, Vol. 06, Issue 04
Don't Personalize the Rejections
By Jenn Sommermann, LCMT
REJECTION ... It's a topic no one likes to discuss. Unfortunately, it needs to be addressed, especially in terms of marketing. Fear of rejection probably is the number-one reason people are afraid to market themselves.It's a known fact that no one likes to be rejected. Often, my students have told me they are too shy to market themselves, but I think the underlying problem is the basic fear of rejection. Whether you are outgoing or shy, no one enjoys being turned down.
If you have faced your own rejections, I know it's less than satisfying, and even can feel awful. It's often those memories and the lingering "no's" that prevent people from successful marketing. However, fear of rejection is valid and can be overcome. Marketing is putting yourself on the line and asking for a "yes" to an invitation, to an offer, to a massage. The important thing to understand is this: There is a major difference between personal rejections of the past and the potential business rejections of the future. Don't confuse the two, and your efforts will be much easier and your confidence will not be shattered.
Before I talk about the difference between personal and business rejections and how to handle them, I want to address why some people say "no" in the first place. Remember, it's never for us to judge why someone chooses not to get a massage from us. Previous experience, fear, money, time and misinformation are some of the reasons why we might be turned down when we offer our services professionally. A bad experience could have someone turned off to massage for the rest of their lives. No amount of marketing can change that person's past experience. Hopefully, you can gain that person's trust and reintroduce them to this amazing form of health care. Maybe not, as that first experience carries much weight.
Fear is a large factor in the rejections we get as massage therapists. The list of things to fear is huge. Fear of undressing, fear of the power differential, fear of being vulnerable, body image fears, and basic fear of the unknown are just a few. Some things we can do something about by educating the potential client; others we cannot change. We can only do our best to make the potential client feel safe and trusting of us.
Money plays a factor in this business. After all, our services are to be valued - and money is one way for us to value what we do professionally. Someone might be on a tight budget and not able to afford your services. Perhaps you have a sliding scale, but the client is not comfortable mentioning their economic situation. It's up to you to bridge that gap and initiate the conversation if you choose, but money clearly doesn't have anything to do with you personally.
Time plays a role for many people, and serious time constraints can impact someone's ability to come for an appointment. When my clients don't have their calendar with them, they often have to defer making another appointment. Rather than double-book themselves, they prefer to say "no" and get back to me. I understand completely; I do the same thing. If that happens, however, ask if you can follow up with them in a week or so. Take the pressure to reschedule off of them and be the proactive one."
Information and misinformation are areas we can do something about. When I sense a potential client has been misinformed, I use it as an educational opportunity. I try to establish what the client knows about massage therapy, and educate from there. Often the misinformation is a misunderstanding or the result of assumptions.
As you can see, none of these reasons are personal in nature. It is not for us to judge what applies in our situation. We must remain objective and unattached to the outcome and continue our marketing efforts. We only can attempt to inform and convince, but at some point, the potential client needs to make their own decision, and it's out of our hands.
Now, let's look at how to make the shift so business experiences can be more productive and less debilitating. Clearly, there is a mental exercise happening in order to separate your business and personal interactions. Finding the ability and strength to ask someone if they are interested in a massage and risking the rejection is difficult for most people. If the answer is favorable, there is no problem: you booked yourself a new client and are having a good day. If the answer is less than favorable, you have two choices. You can take the rejection personally, possibly re-live old rejections, let it wear away at your self-esteem and have a bad day. Or, you can make the other choice and consider taking this particular "no" as a business rejection, nothing less, nothing more.
Remember that marketing is a numbers game. If you get a lot of rejections, there is a good chance that the "yes" you have been waiting for is right around the corner. You have to ask many potential clients before you book one client. I often say it's about planting seeds. You never know where they are going to sprout, and to that end, no marketing is wasted. You might market to one person who says "no," but they will tell someone else, who tells someone else, who calls you in a month. You never know where the roots will take.
Don't believe just because you are reading this article that rejections won't occur. They will happen, and they may or may not still be painful. The trick is to know how to handle them and not let them deter you from further attempts. When you are about to market yourself, quietly say, "This is about business and whatever the outcome, I will not take it personally. I will not let it ruin my day, and I will continue with my efforts in another way." Simple mental preparedness will go a long way.
Click here for previous articles by Jenn Sommermann, LCMT.
Join the conversation
Comments are encouraged, but you must follow our User Agreementcomments powered by Disqus
Keep it civil and stay on topic. No profanity, vulgar, racist or hateful comments or personal attacks. Anyone who chooses to exercise poor judgement will be blocked. By posting your comment, you agree to allow MPA Media the right to republish your name and comment in additional MPA Media publications without any notification or payment.