resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Medicine is Clumsy, Don't You Be
All medical systems have clumsiness in them. If the technique isn't, the practitioner is. Everyone in every form of medicine is striving to improve. That is why we call it practice.
How Much Do You Know About the Benefits of Birds Nest?
Edible bird's nest is the nest made by the Swiftlet bird of Southeast Asia that is usually prepared as a soup and prized in Chinese culture as a healthful delicacy.
Integrating Art with Clinical Practice for Patients with PTSD: The Artemis Project
Are you restricted by those one-on-one clinic dynamics? Why not join colleagues and clients in experimental group settings? Three of us volunteered to do just that in Austin on behalf of women veteranss from all branches of the service.
5 Tips for Using Pinterest to Market Your Practice
Pinterest is a very popular, but often under-utilized, social media platform where people can bookmark, or "pin," fun and interesting things from all across the internet.
Functional Hip Impingement (Part 1)
Every time I sit down to write an article, I realize how much more there is to know about musculoskeletal pain. I also learn something new every time. (I want to give special thanks to Lucy Whyte Ferguson for assisting with this article.)
The Acupuncturist's Problem
I want share with you some observations and insights into what seems to be the most common problem my colleagues in the acupuncture profession struggles with. If you also struggle with this problem, I hope you get a valuable "aha" moment from reading this.
Low Back Pain in Professional Golf: A Common Muscular Relationship
Every sport creates its own unique demands on the body. Some sports require such a myriad of body positions that assessing pathology is often difficult and unpredictable.
Talking to Patients About Lumbar Facet Denervation (Medial Branch Neurotomy)
Lumbar facet denervation, more appropriately termed medial branch neurotomy (MBN), is a procedure that may be considered when patients suffer from recalcitrant non-radicular axial back and/or leg pain.
The Challenges of Integrating Eastern and Western Medicine
My Masters thesis was titled, "The Challenges of Integrating Eastern and Western Medicine," which highlighted several reasons why it is hard for these two worlds to mix.
Marijuana, Apathy and Chinese Medicine, Part 1
This article was written in response to the unheeded acceptance of marijuana as a harmless substance that potentially does good when used for the medical relief of pain.
Optimism = Compassion = Trust
A randomized clinical trial recently published online in JAMA Oncology examined how patients viewed their doctor based upon how the practitioner presented bad news to the patient.
Animal Acupuncture: A Case Study in the Treatment of Traumatic Injury in the Equine
The rise of animal acupuncture in the U.S. began in the early 1970's as a result of the work by members of the National Acupuncture Association in Westwood, Calif.
PCOM Granted Regional Accreditation
Pacific College of Oriental Medicine (PCOM) recently announce it has received regional accreditation from the Western Association of Schools and Colleges (WASC). This achievement reflects five years of hard work on the part of faculty, staff, and students.
A View From the ER
The University of Western States has inked an innovative agreement with local nonprofit health system Legacy Health whereby UWS sports-medicine fellows can experience observational clinical rotations in emergency-room settings within the Legacy system.
5 Simple Steps to Create an Effective Marketing Calendar
In the educational experience of most healthcare practitioners, business and marketing are overlooked topics.
Applying the Thin Skull Principle
The "thin skull" principle, also known as the "you take your victim as you find them" principle, is a legal principle that can be summed up by the following statement.
Term Limits: What's in a Word?
It was the French historian and philosopher Voltaire who once declared the Holy Roman Empire was neither holy nor Roman nor an empire.
Sleep, Less Sleep or No Sleep?
I had a dream I wasn't getting enough sleep. It was a very realistic dream, even though I was probably slightly awake and not really deep dreaming. Most likely I had been dozing, caught in that twilight of sleep and wakefulness.
A House Divided?
The American Chiropractic Association's House of Delegates voted on 30 resolutions at its annual business meeting in Washington D.C., but two in particular took immediate center stage due to their controversial nature.
The Tide is Rising in the Acupuncture Profession
Former President Ronald Regan said, "When the tide rises all boats float." The tide is rising for the acupuncture profession. Many forces outside the profession are helping the tides to rise.
June, 2006, Vol. 06, Issue 06
Three Keys to Connecting to Your Clients
By Colleen (Steigerwald) Holloway, LMT
In the bodywork business, marketing to obtain new clients truly is the first step in building clientele. This holds true for any service business. However, unless your focus shifts from obtaining to retaining new prospects, you'll find yourself continually looking for new ways to market your business.Learning how to build rapport with your new clients is a must if you intend to turn them into loyal clients. In order to retain them, you must first connect to them.
Here are three basic keys for connecting with your new clients:
1. Sell Solutions Instead of Selling Your Services
Marketing is all about selling solutions. That's why it's essential to describe your business in terms of benefits, not features. When you market your services, your intention is not to "sell" people something they don't need. It's to show them how you can solve their problem with your services.
When prospective clients seek out service providers, they look for the best solution for solving their problem. Keep this in mind when marketing your services by placing yourself in the prospective client's shoes. When you personally seek out services, you become sold on the benefits, not the list of services that are available. Ask yourself why you would hire a massage therapist. Maybe it's so you can manage your migraine headaches, or maybe you need to reduce stress and feel better about yourself. Perhaps you'd like to prevent injuries while training for your first marathon.
Your marketing should reflect the benefits your services offer. This is what consumers can relate to and will buy.
2. Focus on the Client
What is everyone's favorite word to hear? Their own name, of course! We are human and we love to focus on ourselves. But, as a service provider, your goal is to learn how to focus on your client's needs, while setting yours aside. This means learning how to practice "active listening." If your clients feel like you are really hearing them, they will feel you care about them, and a connection will be made.
By asking questions and repeating what you've heard your client say, you assure the client their needs are being heard and understood.
It's equally important to hold off on offering advice until your client has finished explaining their story. If you jump too quickly to offer a solution to their problems, you'll lose that important connection.
A perfect way to focus on your client is to take personal notes while documenting your SOAP notes. For example, when your client tells you her daughter began applying for colleges, write that information in her file, and make sure to ask her how the college search is going on her next visit. Your client will be impressed you remembered the last conversation, and a connection will be made.
3. Relate to the Client
Sometimes the best way to relate to a client is to let them know you've heard of their problem before. By sharing a story of another client who suffered from similar problems that you've helped, you assure the client you can help them, too.
Be careful, however, not to trivialize their problem as being no big deal, as people tend to be attached to their problems, and you don't want to turn anyone off. Your goal is to reassure your clients they are not alone, others have experienced their problems and experienced success at solving them through your great work.
If you can sell solutions instead of services, you will more easily obtain clients. If you can learn to focus on your clients and their needs, you will build rapport and keep them loyal. And, if you can assure your clients you've seen their problems before, and that you've treated them with success, you'll master the art of connecting with your clients. This will not only build your clientele, but it also will save you time and money spent on marketing efforts. Connect with your clients and build your business.
Click here for previous articles by Colleen (Steigerwald) Holloway, LMT.
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