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It's About the Word
The new patient was already a fan of chiropractic. "I liked the guy a lot," he said of the previous DC he had consulted. "But he is on the other side of town, and I just can't get there after work. So he sent me to you, since you're his buddy."
We Get Letters & E-Mail
The "Great Opportunity" for Chiropractic: Expanded Scope of Practice; The SOAP Note: An Effective Tool for Documentation; Treating Patients Goes Beyond Following Established Protocol.
Weaving Eastern & Western Medicine Together: Q&A with Beijing's Dr. Kezhen Zhang
Dr. Kezhen Zhang M.D., is currently the founder and president of Beijing Taijitang Traditional Chinese Medicine Hospital.
The Physiology of Anger
Most of us recognize and have felt anger at some point in our lives. Anger can be seen as a natural response to some kind of pain, whether emotional or physical.
A Medication Primer for Alternative Health Care Practitioners (Part 2)
Morphine is arguably the greatest drug of all time, at least in the sense that it is so powerful in relieving pain.
Dry Needling is Acupuncture: But What of Education? What of Public Safety?
One of my patients told me recently, that their physical therapist used a "dry needle" and that it wasn't acupuncture. Apparently, physical therapists (PT) are taught to tell their patients that "only acupuncturists practice acupuncture."
Becoming a Concussion Expert in Your Community: What You Need to Know (Part 2)
What makes an individual an expert in concussions? Obtaining education about concussions and treating concussed patients are two factors that lead to expertise.
Chiropractic Care for Veterans: Serving Those Who Served (Pt. 2)
To what extent do you think the role of chiropractors in the VA can serve as a model for greater chiropractic integration elsewhere in the American health care system? That's a very important question.
News in Brief
In Remembrance: A Moment of Silence for Robin McKenzie (1931-2013); DC Re-Elected to Co-Chair AMA Code Review Board; WFC Celebrates 25 Years.
Keeping Up With Western Medicine Advancements: The Amazing World of Imaging Studies
When patients with neuromuscular problems come to you for treatment there is usually a lot you can do for them to improve their mobility or reduce their pain, whether it is a middle age woman with a frozen shoulder.
Beauty is Averageness
After seeing Kim Kardashian's face all over the Internet -and my inbox- following her posting on getting facial acupuncture, I recalled the work of Michael Cunningham who was at the University of Louisville when I was doing my doctoral work.
Obesity is a Shen Problem
The expressions "obese" and "obesity" are not pejorative terms. They are scientific terms, determined solely by the Body Mass Index scale, which combines a person's height and weight in a mathematical formula. A number of 30 and above denotes "obesity."
Study: Acupuncture for Acute Low Back Pain More Effective Than Drugs
New research by Korean doctors of Oriental Medicine suggested that an acupuncture method could reduce acute lower back pain faster and more effectively than conventional drug injections.
Protein and Weight Loss
Recently I was asked by the staff at Dynamic Chiropractic to referee some of their water-cooler discussions regarding nutrition. Topping their list was this one about protein and weight loss: "Why is protein important for weight loss and how much should I eat?"
If you visit the website of the JAMA and search on the word chiropractic, more than 200 results appear. If you sort that list chronologically and look at the oldest entry, you will find "Medical News" that includes the following.
Three Essential Herbal Products For Your First-Aid Kit
There are three Chinese patent medicines that belong in everyone's first aid kit. All three are for topical application, and all three provide extraordinary benefits unavailable from any domestic over-the-counter.
Healing the Qi: The Boston Marathon Bombing
On Monday, April 15 2013, locals and visitors from around the globe gathered for the world's largest marathon in the city of Boston. With 23,000 participating in the race and many more on the sidelines, the marathon represents a Boston institution.
Lateral Femoral Cutaneous Nerve Entrapments
The lateral femoral cutaneous nerve arises from the 2nd and 3rd lumbar nerves. It is formed in the psoas muscle and emerges from its lateral border to cross the iliacus muscle and exit the pelvis.
10 Life Lessons That Will Change the Way You Practice
"What would you do if you knew you couldn't fail?" I have posed this question for years to groups I've spoken to across the country and around the world.
Maintaining Professional Boundaries in a Facebook World: Social Media Guidelines for DCs
A few months ago, I received an unexpected message on my Facebook account: "Hi Doc, do you remember me? I'm so happy to find you here on Facebook. It's been years since I have seen you and I'm glad to reconnect with you.
Pre-Conception Wellness: What Do Your Patients Need to Know?
Deciding to have a baby is one of the most important decisions a woman will ever make. But how many women are really prepared for a healthy pregnancy?
The Monkey on Your Back
Many practitioners run their clinic without any extra help—at least initially. I've always been pretty good at multi-tasking. Having nine kids taught me how to wear multiple hats and juggle a lot of responsibilities. Running a clinic is similar.
A Solution for the Primary Care Crisis?
A white paper generated by the ACCAHC Primary Care Project and UCLA Center for Health Policy Research Senior Research Scientist, Michael Goldstein, PhD, addresses a clear oversight noted in recent workforce analyses designed to assess the nation's primary care needs.
Extraordinary Vessels and Emotional Healing
In addition to the 12 primary Organ-related meridians in the body, there are other energy circulation channels that have been mapped out by Traditional Chinese Medicine. Probably the most significant of these are called the Eight Extraordinary (or Extra) Vessels.
Treating Rib Joints to Protect Thoracic Stability
It is an exciting world that awaits us when we go to work every day. We deal with all types of people who present with varying health conditions we can (hopefully) help alleviate.
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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