Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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!
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.
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.
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.
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.
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?"
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.
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.
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."
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.
ICD-10 Is Not Scary (and Not About Billing)
In my 13 years of consulting with doctors on billing and coding matters, ICD-10 has aroused the biggest combination of misguided fear and ignorance I can remember.
May, 2006, Vol. 06, Issue 05
You Don't Have to Spend Money to Make Money
By Angie Patrick
You are a healer. You are a motivator. And you are an entrepreneur, even if you have never really thought of yourself that way. There are many reasons people decide to become massage therapists, not the least of which is the desire to help others.Maybe you like the idea of encouraging others to seek alternative venues for health and wellness, and sharing the benefits of massage therapy. Perhaps you enjoy the thought of building a business that is uniquely your own, and that expresses your vision of who you are.
Any way you look at it, there are many reasons to become a massage therapist. But how do you take your business to the next level? How do you create more income for yourself and your family, while still providing the quality care your clients have come to expect from you? It's not as difficult as you might think. In fact, I will share with you some very easy and economical ways to add black ink to your bottom line while providing a service that fulfills a very real need for your clients.
You probably have read that retailing products to your clients can aid in generating revenue for your practice. The problem is, maybe you aren't really keen on the idea of "selling." Well, your initial instincts are correct: No one likes to be "sold," and it's a feeling that leaves a very bad impression on your clients. That is why you won't "sell" them. You will simply help educate them about options they might be interested in knowing about. Do you think medical doctors "sell" patients? No! They simply prescribe a course of action to improve health and it always results in spending. And yet, people rarely question the doctors' directions because they are the professionals of their craft. Well, how about you?
Maybe you have thought about making a small array of items available to your clients after their massage, but you are just unsure about how to make them attractive without seeming overwhelming or pushy. The good news is that you can create tasteful and elegant displays for your chosen retail items that enhance the calm and serenity of your treatment room or facility. Merchandising and displaying items for resale in your practice need not cost a fortune. A few well-placed items, some planning and a little imagination can create an atmosphere of pampering, self-indulgence and continued self-care for your clients to take home with them.
There are a myriad of ways to display your chosen lines; I prefer inexpensive glass shelving, either in ready-made units or attached to the wall. The glass will keep the "cluttered" feeling to a minimum and allow the products to be the true stars of the display. Additionally, lighting your displays is much easier with glass and shadows kept to a minimum.
Often, finding related props that can help create a certain feel in your display is not as hard as you might think. Natural elements are easy to find and can assist in creating an attractive display. For instance, if you are retailing a sea salt scrub, then shells, sea sponges and beach glass could be scattered on the shelf to reinforce the feeling of the ocean. These things are easily found at a local discount store. While you are there, purchase a few baskets to create ready-made gifts for your clients to purchase.
Baskets are a time-saving way for your clients to shop for special occasions, such as baby showers, holidays or other events. Create your baskets with a theme in mind. Some ideas might include "Home Spa Night," which could have an array of soothing teas, a salt or sugar scrub, a foot treatment, some soothing music, a candle and a loofah sponge. When packed into a basket, covered in organza and tied with a ribbon, this inexpensive gift becomes more than a gift of a few products; it is a gift of relaxation that would be appreciated by anyone! By having this ready-made gift available for your client, you have just made their gift giving easier, and have increased your own income!
In addition to the pampering products, client self-care products are a primary source for successful sales. In your treatment, you might choose to use a topical analgesic, or other pain-relieving items such as a microwave warming pack or cryo product. Since the continued use of these items relieves the client's discomfort between visits, suggesting them should be a natural part of your service. People want to live pain free, and they come to you for that very reason.
As a therapist, you are aware of a wide array of professional-grade products that reduce discomfort. Simply arrange the bottles and jars of products of your choice on a shelf, in clear sight of the client. Seeing the items will often prompt the customer to ask questions about the wonderful products you used during the session. Offer clear and concise directions for use. The client will appreciate the suggestion, and likely will recommend their friends and co-workers to you for care.
Merchandising and retailing of products is a natural progression in your patient care regimen. It doesn't have to be pushy or over the top, but there is no reason to feel sheepish about it, either. Rehab therapists sell equipment, hair stylists sell shampoo, and athletic trainers sell protein drinks. Full-service massage therapists should sell products to enhance their services as well.
You can create a retail environment in harmony with your practice while maintaining a high level of care for your clients. Your clients will appreciate the ease in shopping, and you will reap the benefits of increased income through providing them with this welcomed service. If you have questions, want to comment on this article, or just want to learn more about how to increase your profits through retail, e-mail me at .
Click here for more information about Angie Patrick.
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