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AOMA Strengthens Leadership Team
AOMA Graduate School of Integrative Medicine, a leading college of acupuncture & herbal medicine, announced the appointment of Donna LaPoint Hurta, MBA as the new VP of Finance & Operations this Fall.
Understanding and Identifying Pediatric Growth-Plate Fractures
In general, fractures in children heal well with little intervention as long as the alignment is good. Fractures involving the growth plate, however, are a different issue. In fact, growth-plate injuries are the primary reason for the subspecialty of pediatric orthopedics.
Jingei Diagnosis: An Effective and Powerful Diagnostic
I graduated from the Kotatama Institute under the direction of Drs. Masahilo and Katsuharu Nakazono in 1984. As a student, I was exposed to the practice of most of the various theories and modalites of Oriental Medicine.
Help Patients Achieve Optimal Vitamin D Levels
Much research has been done on vitamin D levels and their impact on health; optimal levels have been correlated with a reduced risk of developing numerous conditions.
5 Ways to Occupy Occupational Health
Despite the progress that has been made to better protect workers, occupational health and safety remains a priority area for many national governmental organizations due to the widespread problem of occupationally related morbidity and mortality.
To The Finish Line With the Help of TCM
When acupuncturist Eddy De Smedt pursued a career in Traditional Chinese Medicine, he knew he wanted to make a difference.
Healing With TCM at San Quentin State Prison
For the prisoners at San Quentin State Prison, life-sentences are the reality of every day life. It is not often that prisoners get the opportunity to use alternative medicine to deal with common ailments they encounter behind bars such as, depression, anxiety and pain.
The Tao of Gender
If you think gender is as simple as having a new client check off the "male" or "female" box on your intake form, we hope this article will expand your understanding and thus the reach of your health care.
The Heart Protector
On the physical level, the Pericardium is a double-layered sac of fibrous tissue that envelops the Heart. The space between the layers is filled with serous fluid that protects the Heart from external shock or trauma and lubricates to allow for normal Heart movement.
Pulse Diagnosis: What We Know
I am still finding pearls of wisdom from the books and papers that I inherited from my pulse diagnosis mentor Jim Ramholz.
Web Marketing: Content Is King
Google's sweeping updates to its search algorithms over the past few years have brought a paradigm shift in how you can optimize your chiropractic website to gain maximum marketing leverage.
Managing Today's Fertility Patient
I recently received an email from one of my fertility patients: "Got my lab results back. FSH is 11, AMH is 0.7. My doctor said these numbers aren't good. I guess I'm infertile. Just as a thought. Just set up an appointment to speak with an adoption agency."
Talking to Patients About Healthy Aging
I've noticed that a particular category of patients seems to make up more and more of my practice – they work out, but still experience lots of degenerative joint disease (DJD) issues.
Blaming the Gluteus Medius, Overlooking the Deltoid
The gluteus medius (Gmed) is commonly written about, strengthened and blamed for many conditions, and rightfully so. After all, the Gmed plays a role in pelvic stability, hip motor control and lower-quarter dynamic movements.
Lime Jello on Morphine
Taste is in the eyes... actually the mouth... of the beholder. My food preferences have changed, lightening from the food of my youth. My parents loved heavy eastern European cuisine and I loved it as a child. Now I enjoy leaner, healthier whole foods.
Saying No to Medicine
An interesting article recently appeared in Men's Journal titled "When to Say No to Your Doctor." The article begins with the summary statement above and effectively arms readers with information that will help them "take more responsibility for your own health care, because you can't be sure anyone else is.
The X Factor in Clinical Research: The Patient
It was the great baseball legend, former New York Yankees catcher Yogi Berra – he of countless aphorisms, each with a mind-bending twist – who once declared, "You can observe a lot by watching."
Calcium Helps Prevent Colorectal Cancer
Over the past 25 to 30 years, studies have suggested calcium may confer protection against colorectal cancer.
The Wonders of Light Therapy: An Interview with Wes Burwell
I first met Wes Burwell in 2011 when he was teaching a class on light. Since then, every time I hear him speak, his understanding of the benefits, function and capacity of light has evolved.
Simple Ways To Find True Happiness
Patients in our clinics are always seeking happiness. As their health advocate, we need to ensure we inform them that in order to find happiness, they have to make sure to identify what makes them happy in the first place.
Managing Patient Expectations About Acupuncture
Last year, I attended the Pacific Symposium in San Diego for the first time in six or seven years. It was the 25th anniversary of this event, and on one evening there was a panel discussion with the title; "What is Qi?."
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 more information about Jenn Sommermann, LCMT.
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