resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
A Conversation With Dr. Betty Edmond
This month's column is an exclusive interview with Betty Edmond MD, newly elected CEO/President of the AOMA Graduate School of Integrative Medicine in Austin, Texas.
Qigong for Substance Abuse
It is commonly believed that substance abuse, in addition to harming one’s physiological state, hurts the spirit. There is also a belief that one’s spirit does not weaken due to substance abuse, but rather, the person finds solace in addiction due to an already weak spirit.
Low Back Pain in Running Athletes
After 7 million years of adapting to upright postures, the lumbar spine and pelvis have become remarkably adept at managing ground-reactive forces associated with running.
We Get Letters & Email
Our Country Needs Us Between Elections, Too; Continuing Care: We Aren't There Yet; Our Associations Need to Do More.
An Opportunity & a Responsibility
Nearly 80 Americans die from an opioid-related overdose every day, and spine-related pain is one of the principle drivers of opioid use. This unfortunate situation creates both an opportunity and a responsibility.
True Practice Mobility for the Chiropractic Profession
When natural disasters occur, chiropractors can literally travel to the other side of the world to offer humanitarian relief in less than a day. The chiropractor's license to legally practice, however, can't make it past the state line.
News in Brief
Updated Neck Pain & Whiplash Guideline; Attention, IHS DCs; New VP of Institutional Advancement At Palmer; N.J. DC Interns At U.S. Olympic Training Center; Chiropractic Society Of R.I. On The Front Lines.
Prepare for the End, From the Beginning: Wealth Building and Retirement with the Tao
Yin and yang flow into and out from one another continually. Beginnings become endings and endings become beginnings again. Wholeness and cycles are the nature of Tao.
Five Branches University Has First Hospital TCM Residency
Established in 1984, Five Branches University (FBU) has campuses in Santa Cruz and San Jose, Calif., which serve the communities of Santa Cruz, the Monterey Bay, and Silicon Valley.
Anti-Aging With Dr. Ping Zhang
Jennifer Waters, TCM practitioner and writer of the Acupuncture Today column, "Talking With the Masters" sat down with Dr. Ping Zhang to discuss aniti-aging with acupuncture.
Shoulder Rehab: Start With the Scapula
The scapula is an incredible display of elegance and movement within the biomechanics of human motion. It's evolved for mobility and stability in the scapulo-thoracic region, giving us the ability to do things that are uniquely human, such as throwing with accuracy.
Scar Reduction With Acupuncture & Microneedling (Part 2)
Protocols & treatment Timing
Flirting With Alternative Therapies
There are about as many adjunct therapies being marketed to acupuncturists as there are acupuncturists. While some may remain purist in their application of traditional Chinese medicine, others choose to explore new horizons of treatment.
The Acupuncture Channel System (Part 1)
The earliest Chinese reference to channels is in the Mawangdui Medical Manuscripts,1 which are dated to the Warring States period of the Zhou Dynasty (475 BC-221 AD). The text presents 11 channels. There are no acupuncture points listed in those channels.
The Case Report: A Valuable Tool
Case reports are a valuable form of descriptive research. The most basic form of practice-based research, a case report is a detailed account of the history, presenting symptoms, assessment, observations, treatment and follow-up of an individual patient, discussed in the context of prior and potential future research.
Another Step Forward for Chiropractic
Chiropractic is now available to 86,000-plus Latter-Day Saints missionaries and you are invited to become a provider. LDS membership in not required; our only concern is that our missionaries get the best quality care available.
Crow Like the Rooster
As we welcome in the Year of the Rooster, we look at some of its major characteristics: confidence and communication, which suits the image we have of the Rooster...strutting in the farmyard, crowing to the others that it's time to wake up.
Let's Clear Up the Collection Confusion
This is an often-misunderstood practice swirling with misinformation. First, a few basics: Insurance is a contract between the patient and the insurance company. The insurance company is simply making a payment for services or care on behalf of the patient.
A New Year and Vision for the ACA
Inadequate pain management coupled with the epidemic of prescription opioid overuse and abuse has taken a severe toll on the lives of millions of people in the United States. Every day, more than 1,000 people are treated in the ER for misusing prescription opioids.
The winter season is upon us and offers unique challenges for the clinician and patient alike. To effectively navigate through the winter season there are two main TCM medicinals, Huang Qi and Gan Jiang, to consider, as well as two important formulas which feature these two TCM treasures.
An Education in Gluten Sensitivity
A relatively new syndrome officially documented as non-celiac gluten sensitivity (NCGS) or gluten sensitivity (GS) was officially recognized and published in the new list of gluten-related disorders in 2012.
Nutrition for Menopause: Front-Line Therapy for All Phases
Of all the changes women experience during their reproductive life, there is no doubt the most dreaded are the three phases of menopause. This is not surprising since all of the symptoms associated with menopause are replete with unpleasantness.
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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