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The Conscious Evolution of Healing: Importance of Opening the Sensory Portals in Classical Chinese Medicine
The Chinese medical classics are not just clinical guides. They give advice; ways we can awaken more fully into conscious awareness.
Age and Fertility: Why We Should Worry Less About Age and More About Overall Health
Recently, on one of the acupuncture alumni forums, the topic of age and fertility came up when a practitioner posted a question regarding a patient that was about to turn 40-years-old.
Two for One: The Cervical Distraction Test
In today's healthcare system, diagnoses and treatment plans follow a western medical model - especially if you work with attorneys or insurance companies.
Happy New Year 2015 Gong Hoy Fat Choi
Welcome to the year of the sheep! We begin a new year guided by the sign of a quietly and creatively organized animal.
AWB Makes a Difference in the Yucatan
We are in the sleepy town of Izamal, located about an hour from the Merida airport where our group arrived last night. Later that morning, on a bus winding through the dusty roads of the Yucatan, fourteen acupuncturists, two facilitators from AWB and two tour guides make their way to the small rustic town of Popola.
The Way of Zen Performance Enhancement
Working with elite athletes and implementing various techniques to keep athletes focused and at their optimal performance for a sustained period of time includes incorporating various meditation techniques that counterbalance their sport-specific physical and mental demands, which is an important element of success throughout the years.
Chiropractic Research in Review
Occupational LBP in Primary- and High-School Teachers; Treating MVA Complications With Chiropractic Care; Neck Pain: Immediate Effects of Active Scapular Correction; Taping Benefits Stride, Step Length in Fatigued Runners.
Show Up and Show Respect
I was recently asked about my chiropractic philosophy. My answer surprised my questioner.
The Static Postural Pelvic Exam
I include a static postural analysis in my evaluation routine whether you are a patient in pain or an elite-sport athlete in training. In my day-to-day practice, I require patients to stand still while I "just look" at them.
I Felt it in My Fingers First
I'm not afraid to say it. Massage therapists make better acupuncturists. I'll tell you how I know, but first I have a question: What do a microcurrent device, a laser and a hippie massage therapist have in common?
Professionalism and Evidence-Based Health Care
Today's chiropractors are facing a conundrum with the Affordable Care Act and its health care reform requirements, including evidence-based practice and health technology assessment.
Movement Assessments: The DC's Sphygmomanometer
I think back to when I was going through chiropractic school outpatient clinic. I was embarrassed to have my family and friends come in for treatment because initial evaluations took three hours to complete.
Environmental Toxins: Cause of Modern Illness, Part 2
In Part I of this article, we detailed the variety of environmental toxins assaulting our bodies. These include pesticides and herbicides; plastics; preservatives; cosmetics; gasoline additives, solvents and glues; and heavy metals.
Three for One: The Cervical Distraction Test
Taking the time to do an exam is important, but it is time spent. The exam serves as a way to physically validate your clinical impression following a history and clinical consultation.
News in Brief
While indignation may be your immediate reaction to H.R. 5780, the Protecting the Integrity of Medicare Act of 2014, the American Chiropractic Association suggests the legislation is just what the chiropractic profession needs.
We Get Letters & Email
Rethinking Our Approach to Immunization; Coming Together for the Good of Our Patients.
Animal Acupuncture Gaining in Popularity
We have just finished the year of the fire hoarse and now it is time to spend some time alone, daydreaming and thinking outside the box in terms of where our profession is headed. The sheep person is well organized and creative so this should not be difficult to do.
Trouble Down Under: San Zhen Therapy for Lower Jiao Issues
In the last several columns, I have discussed many clinical options for utilizing San Zhen or Three Needle Therapy. In this installment, I will continue this trend and discuss several foundational patterns which can be found in several very common clinical presentations.
Taking the Freeze Out of Adhesive Capsulitis
Adhesive capsulitis or "frozen shoulder" is a relatively common condition resulting in severe shoulder pain and global loss of glenohumeral joint range of motion. Incidence of the condition is approximately 3 percent in the general population.
Right Back Where We Started?
More than 25 years after Judge Susan Getzendanner issued her historic opinion in the Wilk v AMA anti-trust case, evidence suggests that despite increasing collaboration between doctors of chiropractic and their allopathic medical counterparts, when it comes to organized medicine, we may be right back where we started.
Ringing in the Billing New Year
What are the new modifiers that replace modifier 59? Will they allow doctors of chiropractic to be paid for 97140, manual therapy, when done with chiropractic manipulation?
Fight Colorectal Cancer With Folic Acid
CRC is the second most common cause of cancer mortality in the U.S. and Canada. Although genetic susceptibility plays a role in the etiology of CRC, dietary factors, including certain vitamins, have also been shown to influence the development of the disease in various studies.
How to Use Online Video as a Tool to Market Your Practice
Health care practitioners, including chiropractors, should consider online videos as a key element of their Internet marketing strategy. In the next three years, videos are expected to account for nearly 70 percent of all consumer online traffic, according to Cisco.
Acupuncture and its Place in the Integrative Healthcare Practice: The Need to Move from Modality to Profession
Acupuncture and oriental medicine (AOM) has grown and flourished from its inception thousands of years ago in China. In surrounding regions of Asia, AOM developed as a response to differing cultural, pathological, health and wellness care needs.
Helping to Create the Healthiest Generation
The imperative to create the "Healthiest Generation by 2030," envisioned by the American Public Health Association (APHA), was in full force at the APHA's 142nd Annual Meeting held in New Orleans from November 15-19, 2014.
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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