resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Introduce Your Patients to Collagen Induction Therapy
Cutaneous (skin) aging generally occurs from either intrinsic or extrinsic processes. Intrinsic aging results from natural skin tissue damage and degeneration.
Capturing the Essence of Tai Chi
Over the last 12 years, I have been working on one of the few documentaries about Tai Chi. It's called The Professor: Tai Chi's Journey West and it's about Cheng Man-Ching who moved to New York in the 1960s.
Foundation for Chiropractic Progress Announces First Group Member
The Michigan Association of Chiropractors has joined the Foundation for Chiropractic Progress as its first group member.
Treating Acute and Chronic Neck Pain With Ischemic Compression and Exercise
There are many reasons not to manipulate the neck with cavitation: the patient is too old, their neck is too tight, etc. But the most common reason is that plenty of patients are afraid of "the crack," mostly because of the bad publicity about that procedure.
News in Brief
Life to Open Branch Campus in Italy; Northwestern Research Arm Benefits From Big Donation.
Why Drugs and Supplements Can't Cure Disease
Chronic diseases are the outcome of disease-promoting, goal-oriented behaviors. So, the notion that diseases can be cured with drugs or supplements should be abandoned. Hypertension is the best example of this.
We Get Letters & Email
Is It Time for a Popeye Moment? The Flaw in Recommending Chiropractic as a Career.
Meat in the Middle
Have you ever wondered what's the truth about meat? Is it really as bad as many people think?
Chronic heightened emotional states create a perfect breeding ground for illness. Through my practice I noted the increasingly obvious relationship between one's mental focus on negative thinking, emotions, resistance to experiencing feelings and disease.
Inspire Your Patients to Make Healthy Choices
Have you tried to get your patients to change their eating habits or their diet and couldn't get them to succeed? Were they confused and unsure of what the right thing was to eat? You are not alone!
Treating Menopausal Women in Your Practice
I love what I do for a living. It's a great way to trade health for bread. And no topic of health, with the right bedside manner, is taboo.
Implications of Section 2706: The Non-Discrimination Provision Survey
In late April 2014, NCCAOM diplomates received an email survey with the subject line: "End discrimination against acupuncturists" polling CAM practitioners for a Request for Information from the Department of Health and Human Services, released in mid-March.
Acupuncture Detox as Part of Drug Rehabilitation
In the U.S., more than 2,000 alcohol and drug rehabilitation programs have added ear acupuncture to their practice. The development of the protocol was determined by Lincoln Hospital as it delivered 100 acupuncture treatments daily.
Peer Points: Promoting TCM Knowledge
When Elaine Wolf Komarow, LAc, received her first acupuncture treatment in 1989, she said it changed her life. "I felt more aware, calmer, and happier. I was so fascinated by the changes that I began to learn everything I could about the underlying philosophy of Chinese medicine," said Komarow.
DC App – The Next Generation
According to a survey by technology firm CDW, health care professionals gain approximately 1.2 hours per day in productivity simply by using a tablet computer in practice.
Step by Step: Long-Term Treatment of Soft-Tissue Injuries Combines Skill and Care
Treating soft-tissue injuries with long-lasting results starts the moment an individual enters the office. When it comes to pain, the only thing that matters to the patient is relief.
Are You Ready for the 2016 Patient?
In October, Apple released its iOS 8 operating system for the iPhone and iPad. The new system includes Health, a new app that will interface with an ever-growing number of other apps.
Are You Ignoring the 10,000-Hour Rule?
Having trained interns and mentored new practitioners, it has been my observation that their No. 1 clinical concern is adjusting skills. Their second clinical concern is their ability to read X-rays. Physical diagnostic skills are a distant third.
Make Low-Level Laser Therapy Part of Your Evidence-Based Practice
Low-level laser therapy (LLLT), also referred to as photobiomodulation, has been increasingly utilized in the clinical setting over the past decade.
Solving the Pain Puzzle
Legendary former New York Yankees baseball player Yogi Berra once said, "You can observe a lot just by watching." He would have been a great chiropractor. We are trained to become experts with our hands: palpation, adjusting, soft-tissue release, etc.
Micro-Needle Dermal Roller Use in the Treatment Room
Recently micro-needle dermal rollers have been getting a lot of media attention. As a practitioner who specializes in acupuncture facial rejuvenation, I know that skin needling with a dermal roller (also known as collagen induction therapy), promotes the natural reproduction of collagen and elastin, making the skin feel smoother and tighter.
Five Element Acupuncture Can Enhance Your Practice
For eight years I have been teaching and supervising TCM students at an acupuncture college in Colorado, in Five Element acupuncture.
Avoiding "Just a Pop Doc" Syndrome
Yes, it's harsh. Patients don't like to admit it. They have an unspoken plan when they first visit you: to come one time, get rid of their pain and then get rid of you. They know it's unrealistic, but they'd like to pay nothing for this service.
Following the Thinking of the Classics
I have heard about the "best time of day" to carry out certain examinations or therapies. For example, I remember making a note years ago that early morning is the best time to take someone's pulses.
It Pays to be a Foodie
If there is an inner foodie in you, just waiting to burst out—this article is for you! Do you want to know how I know? I'm that girl. My middle name might as well be "Foodie." I love food! And if my patients are any indication, many of them do as well.
The Death of the Travel Card
As long as I have been in practice, the travel card has stood as the primary style of documentation for chiropractic. It is quick, simple and direct. Unfortunately, the rules have changed.
The Power of Mu Xiang to Treat Irritable Bowel Disease
Bloating and gas pain is something that everyone has had to deal with at one point or another; however, that's usually reserved for holiday dinners and other large gatherings.
Home Safety: Help Families Avoid Common Injury Hazards at Home
These days, many parents childproof their homes before a baby is even mobile. You will see an array of electrical outlet covers, bumpers on the corners of the coffee table and safety latches on the cupboards.
Treating Chronic Depression with Acupressure
In Traditional Chinese Medicine there already exists a comprehensive theory linking the body and mind.
The Acupuncture Now Foundation: What Our Profession Needs
Although acupuncture is growing in popularity it continues to be underutilized due to misunderstandings about its true potential. Only a fraction of those who could be helped by acupuncture know enough to seek it out.
Chinese Medicine: The Natural Way to Children's Wellness
As a child, I did not like going to the doctor. For the most part, when I had to go I wasn't feeling good to begin with, and I was heading into a sterile environment to be awkwardly probed by a man in a white coat for a very short, impersonal period of time.
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.
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.