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Shouldn't the Pentagon Know More About Chiropractic Care? Office Flow: Have You Reviewed the Patient Experience Lately? Let's Stop Confusing the Public About Chiropractic; Cutting Down the Cherry Tree.
Anti-Aging: Educating Your Patients About The Skin
We know that cosmetic acupuncture works but what then? Education is a key part to the practice of Chinese medicine and when you practice cosmetic acupuncture, facial rejuvenation, etc., it is time talk about skin with your patients.
Are You Driving Patients Toward Dependence on Big Pharma?
Over the years I have had the opportunity to talk to doctors of chiropractic about health promotion, wellness and preventive care in chiropractic practice.
Colorado to Have the First Acupuncture Medical Reserve Corps in the U.S.
In the summer of 2012, Colorado was on fire. Literally. Many acupuncturists from around the state, especially those who had received disaster response training through AWB, wanted to help those affected by the fires as well as the first responders and tireless state and local officials, with the healing and stress-relief of acupuncture.
The Right Idea at the Right Time
On Feb. 28, 2014, Virginia Governor Terry McAuliffe appointed David Brown, DC, as new director of the Virginia Department of Health Professions.
Evaluating Prenatal and Pediatric Automobile Injuries
Often in a family practice, one of your patients or an entire family is in an automobile accident and you are sought out to provide care for their soft-tissue injuries.
Your Chance to Go Back to High School
As the father of a student who recently entered high-school sports (soccer), I have come to recognize an untapped opportunity for the chiropractic profession.
Alternatives to the Rainy Day Fund: Better Things to Do With Your Money
Google "rainy day fund" and you'll find the predominant and traditional advice given today is that you need to have three months of living expenses saved for an emergency. Some even recommend six months or more.
News in Brief
In Remembrance: A Moment of Silence for Dr. Dick Versendaal; NYCC Named Chiropractic College of the Year by ACA; National University Partners With Indiana VA Facility.
Chiropractic Management of Sports-Related Tendinopathy
Tendinopathy is increasing in prevalence and accounts for a substantial percentage of sports injuries. Despite the magnitude of the disorder, research on chiropractic treatment is limited.
Making Sense of Chronic Inflammation
Inflammation is big business, evidenced by not only the laundry lists of medications patients bring me aimed at managing inflammation, but also the never-ending stream of advertisements for anti-inflammatory supplements that constantly find their way to my desk.
No Whining on the Yacht
This admonition – no whining on the yacht – may sound familiar to you. Many claim its origination.
Shoulder Strategies: Reduce Pain, Improve Function With Proper Taping
Shoulder pain / dysfunction is a common problem for chiropractic patients. Clinicians who utilize elastic therapeutic taping as part of their treatment approach know it can be effective for a variety of shoulder problems.
Through the Eyes of a Child
Once upon a time there was a girl name Lucy. Lucy had cancer, but she had a heart filled with love and compassion. Please come along to hear this story of an amazing child, her tenacity and her dream to help other children.
Arch Height and Running Shoes: The Best Advice to Give Patients
Because runners with different arch heights are prone to different injuries, running shoe manufacturers have developed motion-control, stability and cushion running shoes for low-, neutral- and high-arched runners, respectively.
Revisiting the Neurological Exam
In spinal trauma or disease, the neurological exam chiefly aims to determine whether one (or more) of three basic neurological conditions is present: myelopathy, radiculopathy and peripheral nerve disorder.
How Much is Enough?
One of the primary arguments used against acupuncture care is the overuse of treatment. Some people say, "once you go, you have to go forever."
Socializing In My Slippers
When I graduated college, I had grandiose dreams of becoming an amazing acupuncturist. I wanted to build a great practice and make a good living. For four years, 13 semesters to be exact, I had a spreadsheet.
Environmental Toxins: Cause of Modern Illness (Part I)
Environmental toxins have created burdens on the human body that put demands beyond our evolutionary development. Modern diseases that historically did not exist to any great degree have been rising sharply in the last 40 years.
Dietary Supplement Research: Contradictions, Bias, Misinterpretation and Confusion
I do not care what the truth is, one way or another; I just want to know it. And when it comes to dietary supplements, the truth can be hard to find for a number of reasons.
San Zhen Protocols Part II: Case Studies
In my last article, I presented a collection of three-point acupuncture combinations which can provide effective clinical results.
Dry Needling is Acupuncture: Anatomy of a Legal Victory in Oregon
On January 23, 2014, the Oregon Court of Appeals overturned the Oregon Board of Chiropractic Examiners "dry needling" administrative rule, which allowed chiropractic physicians to perform acupuncture after only 24 hours of training.
The Recliner Test
"Hi, Bill, how are you?" "Oh, I'm OK, Doc. I've got pain down the leg again, so I thought I would stop by and get you to check it."
AAAOM: Facing An Ultimatum
On the heels of the growing discontent with leaders of the AAAOM, the Council of State Associations (CSA) recently took it upon themselves to present the organization with an ultimatum: for all board members to resign from the board and turn the organization over to the CSA or they will proceed on their own to become the primary representative of the AOM profession.
Chinese Herbs Debut at the Cleveland Clinic
Chinese herbal medicine is now being prescribed at the Cleveland Clinic thanks to a trailblazing team of people.
September, 2006, Vol. 06, Issue 09
Taking the Fear Out of Retailing
By Angie Patrick
Retailing products to your clients need not be intimidating or frightening. Many massage professionals have learned the benefits of offering follow-through products for their clients, and you can too.
It's not as difficult as you might think, even if you're just not a "salesperson" type.The truth is you don't have to be a professional salesperson to be able to fluidly offer and explain information about a product. When it's done with honesty, integrity and with the intention always on the client's well- being, it will feel natural. When your heart is in the right place, and your intention is to provide health and wellness for your client, it will come through. People can feel when someone truly is sincere and has good intentions.
Here are a few ways you can make the word "sales" less scary. When a client is discussing issues of concern about their health, chances are, in addition to the proper treatment methods to pursue, you also might know of a product that will help them. After all, you are the professional, and shouldn't you feel compelled to offer the client relief when you know of something that can help? You are a healer, first and foremost. And as a healer, it's natural to want to provide solutions to problems causing pain and discomfort. Thinking of sales as something extra you do outside of treatment really is not accurate. Providing solutions for your client's issue is part of the treatment and should come as a natural progression in your assessment of the client.
Speak about products of which you have firsthand knowledge. Perhaps you have used a brand of topical analgesic that has assisted you in relieving muscle pain. Maybe you have found relief in using a hot or cold pack on a joint that caused you trouble. You might have used exercise balls or resistance bands to help stretch your muscles and tone problem areas. Your recommendation of a product, relaying your own personal knowledge and experience reads as truthful and competent; not pushy or money-driven. As a professional, your clients look to you to be knowledgeable and make recommendations about their self-care, as well as the care you provide in your treatment. Be sure you share with them ways they can benefit from some of the products you can provide to them.
The same can be said of "pampering" products you can retail as well. It's far easier to describe the benefits of a sugar scrub when you have experienced one for yourself. This philosophy can apply to virtually any product you will want to offer as retail goods. For instance, if you want to offer pillows, be sure you have had the experience of sleeping on them as well. When you speak of a product using descriptive words outlining what the product does, as well as its benefits, it will make the customer feel more comfortable with their decision to try it. Typically, people make buying decisions based on how a product or service will make them feel. If you can relay this information from personal experience, you inevitably will see a rise in your retail revenue. You also will feel good about the recommendations because you are certain about the quality and result of the products you offer.
Pricing is another part of retailing that strikes fear in the hearts of those just starting out. What should you charge for your products? This question has kept many therapists awake at night trying to dial in to just the right number. Of course, you don't want to charge too much for a product and have it sit on your shelf indefinitely, but conversely, you certainly don't want to charge too little. You should keep in mind that your professional advice and recommendation also accompany the products you offer, so to underprice your goods could send the wrong message. So where do you set your bar? The best advice I can offer is to take all of the factors into consideration; your initial investment into the product, shipping costs of the goods, your space allocation and time. These add up to your basic cost. From this point, you will need to make a determination regarding at what price you can sell this item and make it worth your while. Competitive pricing is important, so check out other offices in your area to see what the average might be. Keep in mind, you aren't the local drugstore, nor are you the super-huge, mega-chain store. You are a massage professional offering specific items you feel are appropriate to your client care regimen.
For some, it can feel awkward to discuss price with a client who might be interested in your products. Taking the guesswork out of the pricing by clearly labeling shelving and products can simplify the whole process for both you and your client. By clearly defining the price of your goods with appropriate and professional signage, you are allowing the client to make decisions based on their own economic situation. This will alleviate the uncomfortable questions about price and allow your client to make the choices appropriate for their financial circumstance.
When you look at retailing as part of the natural progression of your treatment, it makes offering peripheral products far less intimidating. When you can relay positive and truthful information about your products, how they work and the results you have experienced, you aren't "selling." You are sharing useful information about products to fulfill a need in the daily life of your client. When you feel confident about your product offering, you will find your ability to share comes more naturally. Your customers will certainly appreciate it and so will your bottom line!
would love to hear about your retailing success stories. For comments about this article, or to learn more about how you can begin your own retailing adventure, you can contact me at .
Click here for more information about Angie Patrick.
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