resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
The Professional and Practice Benefits of Political Activism
Welcome to election season, a vital part of our American culture. Every two years, without fail, we are bombarded with TV, print materials and phone messages seeking our vote.
Less Time Than Required
Q: When is it appropriate to use a modifier -52? Can I use it for a timed service when I do less than the time required by the code?
A Study of Relationships
Sa-Ahm's five element acupuncture method is known to be one of the most effective acupuncture techniques in Korea because it gives an instant response at the time of treatment and has a high success rate in resolving chronic problems.
The National Institutes of Health (NIH) lists more than 80 common autoimmune diseases including asthma, Crohn's disease, Guillain-Barré syndrome, multiple sclerosis, myasthenia gravis, psoriasis, rheumatoid arthritis, and lupus.
Traditional Chinese Herbal Medicine in Taiwan Hospitals
This spring, a team of Western medical doctors and TCM practitioners from Cleveland Clinic traveled to Taiwan to visit Kaiser Pharmaceutical Co. (KP), and China Medical University (CMU), Taiwan's leading integrative medicine hospital.
Illuminating the Hidden, Freeing the Source
Amongst the Primary Channels, from a classical point of view, the small intestine is perhaps the most important channel to understand. It is one of the least used acupuncture channels in modern acupuncture, yet it within it can be found a wealth of theories from the Ling Shu.
MPA Media Wins More Publishing Awards
The American Society of Business Publication Editors (ASBPE) has honored Dynamic Chiropractic with a national award and two regional awards for editorial excellence, and sister publication DC Practice Insights with two regional awards for graphic design excellence.
Lessons from Functional Neurology
Chiropractic neurology, also known as clinical neuroscience or functional neurology, is moving the chiropractic profession forward by leaps and bounds.
Work Stress and Musculoskeletal Health: Do Your Patients Get the Connection?
Most people underestimate the impact their job has on their health, especially if that job isn't particularly physically demanding. Big mistake.
Guidelines for the Use of Modifier -52
Modifier -52 identifies that a service or procedure has been partially reduced or eliminated at the physician's discretion. This is to indicate the basic service described by the procedure code has been performed, but not all aspects of the service have been performed.
What's New in the NCCIH Strategic Plan
The NIH National Center for Complementary and Integrative Health (NCCIH) released its draft strategic plan 2016-2021 for public comment in early spring of 2016.
Adventures with the Pericardium
My previous column on the San Jiao deserves equal time for SJ's loving partner, the pericardium. I nicknamed SJ the travel meridian – but pericardium can also play a crucial role in air travel.
Analyzing Acupuncture Case Studies
Confirm the answer quickly by the elimination method. Take this case study as an example. 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.
Overuse Injuries in Young Athletes (Part 1)
More than 45 million children ages 6-18 participate in some form of organized athletics, and 75 percent of American families with school-aged children have at least one child participating in organized sports.
Know Your Research: Tips for Evaluating Literature Reviews
Clinical and experimental studies are not the only types of published research we might encounter as we look for evidence to inform our practices. One of the most useful types is the literature review, which summarizes a group of studies.
Are Probiotics Doing More Harm Than Good?
Considerable controversy exists concerning the efficacy of probiotic supplements. Very few human studies show any real positive impact on the microbiome or health. The "promise" of probiotics is based on the few animal studies that suggest a positive effect.
Time to Fight for Your Medicare Right
I have heard a lot of noise and a lot of debate about what is going on with Medicare. As an ACA delegate, I often get asked: 'What is the ACA even doing?'
Chiropractic in the Eyes of the Public: 2nd Gallup-Palmer Poll
The second Gallup / Palmer College poll has been completed, yielding significant additional data regarding Americans' experiences with and perceptions of chiropractic care.
Don't Ignore the Lower Half of the Pelvis (Part 1)
When your patient complains of lower back or pelvic pain, but your usual treatments are not getting the job done, what do you examine and treat? You may be missing important structures in the lower half of the pelvis.
What are the Meridians?
The meridian and collateral system (jing luo, hereinafter referred to as "Meridians") is comprised of the main meridian channels (jing mai) and the collateral vessels (luo mai). Jing takes from meaning of the Chinese word pathway (also jing) and are the main branches of the system.
Let's Talk About Biceps Injuries at the Elbow
While most muscles cross over only one joint, the biceps crosses two joints: the elbow and the shoulder. Injuries to the lower biceps cause considerable elbow pain. Here's how to assess and treat an injury to this area conservatively.
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.
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.