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An MD Who Understands the Opioid Epidemic
Doctors of chiropractic have an important role to play in ending the opioid epidemic and dealing with chronic pain by conservative means (see our top story in this issue) – but who's to blame for opioid dependence and abuse in the first place?
What You Say Isn't Always What Patients Hear
A few years ago, my aunt Edna (name changed for the purpose of this story) suffered a stroke. After a short hospital stay, she was transferred to a nursing home for rehabilitation. When she arrived at the nursing home, Edna requested a private room.
Multivitamin Supplement May Reduce Breast Cancer Recurrence
There is a great deal of controversy regarding the value of multiple vitamin supplements in cancer prevention.
Acupuncture Muscle Trigger Point and Oriental Medicine Sports Therapy
It is difficult to ascertain the internal condition of professional basketball player Lebron James during game one of the 2014 NBA finals, in which he developed debilitating muscle cramps that led to his premature removal from the game.
Kansas Achieves Licensing Law
Kansas Governor Sam Brownback signed House Bill 2615 into law on Friday, May 13, 2016. HB2615 includes provisions for the licensure of acupuncturists in the state of Kansas.
The Pertinent Negative
We all have to perform evaluations on patients. Most of us don't like doing it – exams take time, and worse it takes even more time after the evaluation to put together a narrative summary of the findings. Sometimes, this process becomes downright tedious.
Treating Hip & Groin Pain With Abdominal Release of Upper Lumbar Nerve Impingements
Have you encountered patients with groin and hip pain you can't seem to solve? You know it's not a worn-out hip; you suspect the pain is somehow connected to the spine. But somehow, you just can't help them break through.
Increasing the Value of Spine Care: CMS Approves New Low Back Pain Registry
The Centers for Medicare and Medicaid Services has approved the Spine IQ Low Back Pain Registry as a qualified clinical data registry for the Physician Quality Reporting System (PQRS) in 2016.
A Long-Overdue Win for Oregon Medicaid Patients - and the Implications for Other States
Beginning July 1, 2016, Oregon Medicaid patients with spinal pain (cervical, thoracic, lumbar, pelvic) who are determined to be low risk based on a biopsychosocial assessment tool (STarT Back – Keele University) can receive four chiropractic visits per episode.
Beating the Odds: Interview With Para-Powerlifter Adeline Dumapong-Ancheta
Since October 2015, the FICS Foundation, the charitable organization affiliated with the International Federation of Sports Chiropractic (FICS), has been supporting disabled athletes internationally.
Sit or Stand? Analyzing a Mixed Message
I'm more than a bit confused. At my age, that seems to be a rather common occurrence. However, today more than ever, I'm getting a mixed message.
Insuring Quality Control in Herb Importation: An Interview with Wilson Lau
Wilson Lau is the vice president of Nuherbs, a Chinese herb importation company based in San Leandro, California. Before joining Nuherbs, he trained as a lawyer specializing in FDA law.
How to Stay Sane During the Elections: Understanding Through the Lens of Chinese Medicine
In Chinese Medicine philosophy, everything consists of Yin and Yang. The law of polar opposites – one cannot exist without its opposite.
Tai Chi Documentary Premier
First Run Features recently announced the world theatrical premiere of Barry Strugatz's documentary The Professor: Tai Chi's Journey West, which premiered last month at the Laemmle Music Hall in Los Angeles.
Acupuncture's Impact on the World
For several years, I have been hearing about the town of Rothenburg, Germany. It seemed just a dot on a map until I arrived. It is the home of the TCM Kongress which began in 1968. It has been held annually for 47 years and it has only missed one year.
AOM Hospital-Based Practice: A Future Reality?
The natural evolution of health care on the planet is integrative health. We may have some challenges ahead, but based on my research, all indicators are pointing in a positive direction. There seems to be an evolving consciousness among our patient population that is "getting it."
An Emerging Partnership Model
Maryland University of Integrative Health (MUIH) has educated integrative health and wellness practitioners for the last 40 years, originally as an acupuncture clinic and school. The institution's transformative, relationship-centered programs integrate traditional wisdom with contemporary science
Chronic Pain: Become Part of the Solution
I have lectured to more than 7,000 chiropractic physicians over the past five years regarding the chronic pain and opioid epidemic in this country.
Three Tips to Help You Analyze the Acupuncture Case Studies of the NCCAOM Exam
Confirm the answer quickly by the elimination method. Case study:
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.
Believe it or not, an estimated one-third of your patients have eaten some form of fast food within 24 hours of their appointment with you.
Adventures with the San Jiao
Those of us who have been in practice for several decades relish the way meridians and points reveal new diagnostic clues and new insights. I love to encourage my students to see this as an adventure that goes way beyond the textbooks.
What's New in Phytonutrition: Mangifera Indica, "The King of Fruits"
One hundred percent pure Indian green mango fruit (mangifera indica), harvested at a special degree of ripeness for efficacy and taste, can now be concentrated as a phytonutrient nutraceutical powder.
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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