resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Time for World-Wide Growth
Acupuncture is the organically growing around the world. The legislative body in Quatar has said acupuncture is "okay." The United States has five states to go to have every state recognized and regulated.
Case Studies and Answer Analysis for NCCAOM Exam in Foundation of Oriental Medicine
Case studies are very common for acupuncture school students, either in class exams or during taking the national board exam. Most test takers feel they have no idea where they should start and how they should start to analyze those complicated cases.
Chiropractic Needs a Lesson in Education
The American Chiropractic Association has launched a campaign, The National Medicare Equality Petition, to enact federal legislation that would achieve full physician status for DCs in Medicare.
The Eight Extraordinary Confluent Points
The eight extraordinary confluent points are a very popular set of acupuncture points in the modern practice of acupuncture. They are also called the intersection, meeting, command, opening, master, and the flowing and pooling points of the eight extraordinary vessels.
Bring on the Bitters
Out of all the possible flavor choices with foods, such as sweet, sour, salty, and umami (deliciousness), which would you choose first? Bitter, though not as enjoyable, is also a flavor.
The Effectiveness of Chinese Medicine in Treating Infertility in the Philippines
Infertility is defined as the inability to achieve a successful pregnancy after 12 months or more of regular unprotected intercourse.
What Should You Call Your Patients (and What Should They Call You)?
When I walked into the exam room, the new patient looked uneasy, fumbling with his cellphone. He was a huge Polynesian man, probably in his 40s, with unrecognizable island tattoos.
The Liver: The Official of Planning
The Liver, with its paired Official, the Gall Bladder, belongs to the Element Wood within us. Wood grants us the power of birth – new beginnings, growth, breaking through boundaries and surging forward. It is the vigorous, exuberant energy of the spring season.
How to Bill Evaluation and Management Codes
Q: I am in need for guidance on how to bill evaluation and management (E&M) codes in addition to acupuncture the same date of service, I have never been paid for an exam when done with acupuncture and I believe I am doing it wrong.
Treatment of Type 1 Diabetes Mellitus: The Latest Breakthroughs
There are now more than 29 million diabetics in the U.S. and 10% of them have Type 1. The incidence has been increasing in recent years at an epidemic rate.
Shoulder Rehab: The Gait Connection
Shoulder problems can be difficult to rehab completely for several reasons. The shoulder is made up of several joints that must function together smoothly to provide the extreme mobility that is possible and necessary for many activities.
Introducing the Dynamic Chiropractic Digital Edition
In response to the changing habits of our readers, Dynamic Chiropractic is proud to introduce a digital edition of the publication beginning with the July 2016 issue.
We Get Letters & Email
Another Slap in the Face for DCs; I Know Where to Find the Missing Chiropractic Patients; Clarification on Vitamin D Study.
Are Herbs Useful for Chronic Pain?
The human nervous system is what makes us special, but our greatest strength also makes us vulnerable: witness the growing incidence of chronic addictions, anxiety, depression, sleep disorders and chronic pain syndromes.
F4CP Campaign Addresses Public Misperceptions of Chiropractic
In late 2015, results of the Gallup-Palmer College of Chiropractic Inaugural Report: Americans' Perceptions of Chiropractic were published. The report found that 33.6 million U.S. adults (14 percent) had utilized chiropractic care within the previous 12 months.
Does Anyone Know You're a Good Chiropractor?
If you had a chance to read the recent article in Time magazine (April 6), you know it provided some good information about the efficacy of chiropractic to the magazine's substantial consumer audience.
Who is Your Ideal Patient?
Being in a healthcare practice requires you to think critically about many things including your equipment, techniques, documentation, financial goals, and the retention of clients and staff.
Diet, Nutrition and the Context of Risk (Part 2): Food Poisoning
Other than the morbidity and mortality linked to eating too much food, "all-natural" organisms that contaminate our food cause more illness, more hospitalizations and more death than food contaminated by heavy metals, plastics, preservatives, artificial colors, emulsifiers, artificial sweeteners and pesticides combined.
Herbal Medicine Continues to Evolve
Product manufacturers, industry partners, distributors and practitioners work as a collective Traditional Chinese Herbal Medicine (TCHM) community to produce high quality TCHM prescriptions that bring low-risk healthcare to thousands of patients everyday.
Acupuncture at a Pain Clinic
Introduction: Pain is the most comprehensive human experience. The experience of pain is associated with the somatic, emotional and social impact. Pain has not only somatic symptoms, but also psycho-social dimension, especially in case of chronic pain.
Day in the Life of an Advanced- Practice DC (Pt. 2)
Let's continue our Q&A with Stephen Perlstein, DC, APC, chair of the New Mexico Chiropractic Association PAC and president of the American Academy of Chiropractic Physicians. Part 1 of this interview appeared in the May 1 issue.
Immunotherapy: Where Molecular Medicine Crosses Into Holistic Thinking
Immunotherapy, and its promise as a cancer treatment, has been in the news a lot in the last few years, and for good reason. Real shifts are happening in oncology and exciting researchers, clinicians, and patients.
The Good, the Bad and the Successful in Social Marketing
You might be thinking, "social marketing, don't you mean social media?" No, I mean social marketing. Every day, I keep reading, hearing and learning more and more about the changes happening in social media.
Five-Element Reaches Out to Serve the Community
In 2006, a student at the Institute of Taoist Education and Acupuncture (ITEA) approached the administration about an idea for his senior project.
August, 2007, Vol. 07, Issue 08
The Importance of Reactivating Clients
By Jenn Sommermann, LCMT
Where, oh where, have my former clients gone? This is a question we all ask ourselves. Whatever happens to some clients? Was it something we said or something we did or didn't do? In order to be successful and have a full practice, it's important to understand why clients stay and why clients leave your practice.Some of the answers might surprise you. Some reasons make sense and others are beyond our control. Whatever the answers, information is power and it's imperative to the success of your business to understand what is happening and what you can do about it.
So, you have been seeing a client for several years and, all of a sudden, they disappear. They don't reschedule and they don't call. What happened? Well, short of asking them (and I do suggest that therapists survey some of their closer clients for these answers), you cannot assume you know the answer.
Some of the reasons clients discontinue treatment are: relocation; job change; loss of job; they are not getting the same value or perceived benefits; they are not interested in trying new modalities in health care; loss of interest; they found a more suitable therapist for them at that time; they are no longer satisfied with the services; they had a bad experience; they don't have a good reason and finally, you are out of sight, out of mind.
As you can see from the list, some things have nothing to do with you and would not warrant you trying to reactivate them. If a client moves out of state, unless they come back to visit friends, you are not likely to see them on your table again. Depending on how long your therapeutic relationship has been, you may have known about their relocation in advance.
I have found that when most clients discontinue treatment, they do so because you have slipped from their minds and consciousness. You know the saying, "Out of sight, out of mind." Nothing could be truer in the massage industry, especially in the absence of pain. If your client is in pain, massage may be at the forefront of their minds. If you provide relaxation and maintenance massages, you easily might slip from people's minds as they go about their daily activities.
So, what to do? REACTIVATE THEM. After all, reactivating is easier and less expensive then drumming up new clients. Since you already have enjoyed a therapeutic relationship with these people, they trust you, they like you and they have an affinity for massage. In essence, they are already trained. All you have to do is plant the seed and call them back into your practice. You might need to provide an incentive, but it's well worth it.
Here is what reactivation looks like in my practice. When I have not seen a client for about two months, I send a handwritten letter. I find the personal touch is better and clients seem to respond more favorably than an e-mail or phone call. In it, I say that I am thinking of them, that I hope they are well and taking care of themselves and that I am here for them if they need a massage. That's it. Sometimes I follow it up with a phone call a week later, but often the phone is ringing before I get the chance.
The response is amazing. I have about a 75 percent reactivation success rate. My former clients are delighted I thought of them and wished them well. They are surprised I took the time to contact them and they usually are very anxious to resume the therapeutic relationship.
Reactivation does not have to be complicated and can be very successful. If you go through your files on a monthly basis, you probably can find a few clients each month to reach out to. I send about two or three reactivation letters each month and it keeps the energy of the practice flowing. If you really believe in taking care of your clients, this step should be very easy for you.
Now that you have them back in your practice, you must keep them there. Remember, they probably dropped off because you were out of sight and out of mind. So how do you fix that? Well, that's a topic for another article.
Click here for previous articles by Jenn Sommermann, LCMT.
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