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A Chinese Medicine Story: An Interview with Mazin Al-Khafaji
Mazin Al-Khafaji's work has interested me for years. In February 2014, we invited him for the second time to speak at the Southwest Symposium in Austin, Texas.
Chiropractic Research in Review
Chiropractic Treatment of Lateral Epicondylitis; Cost / Benefit Analysis: Different Doses of SMT for Low Back Pain; Imaging for Occult Rib and Costal Cartilage Fractures; Treating Neck Pain: Thoracic Thrust Manipulation vs. Non-Thrust Mobilization.
CCE Finally Takes a "Baby Step" Toward Reform
During a 16-month period from October 2010 to February 2012, I devoted four separate columns to the heavy-handed attempt by the Council on Chiropractic Education to radically change the chiropractic profession through the accreditation process.
MPA Media Wins 7 Publishing Awards
MPA Media, publisher of Dynamic Chiropractic and DC Practice Insights, among other titles, has been recognized for editorial and design excellence with an unprecedented seven publishing awards by the American Society of Business Publication Editors (ASBPE), the nation's largest organization for business-to-business publications.
Finders Keepers: The Secret to Relationship-Based Marketing
Becoming a successful practitioner has less to do with what you learned in school, and more to do with your ability to find new patients and keep them!
New Medical Technologies You Need to Know
We're all familiar with how fast computers become obsolete, as well as the rapid pace of development in the field of cell phone technology. The latest smart phones are far more powerful than desktop computers were only a few years ago.
A Vibrating Capsule for Constipation? Relevance to Your Chiropractic Practice
The relationship between gastrointestinal (GI) complaints and back pain is not typically written about or discussed.
Don't Turn a 2 Into a 10
The Wong-Baker FACES Pain Rating Scale1 is so useful because it can be used by almost anyone. Patients can use the numbers associated with the faces depicted on the scale or select the face that demonstrates their current level of pain from 0-10.
A History Worth Telling
The popularity and the use of acupuncture for the treatment of animals in the United States is at its peak.
Medical Qigong for the Heart: Part III
Part 1 and Part II of this series focused on the physical aspect of the Heart and mental emotional aspects of the Heart respectively. Now, I would like to focus on the spiritual aspect of the Heart.
Waking Up the Gluteus Maximus
In previous articles in this series, we expounded on the importance of the gluteus maximus (GM) in athletic performance and protecting the knee from injury. We also know there is a link between iliotibial band syndrome and GM weakness.
Pain Underfoot: Metatarsalgia
Foot pain can interfere significantly with normal activities and severely limit participation in sports. Metatarsalgia is foot pain involving the metatarsal bones in the forefoot – the complaint of pain on the bottom of the ball of the foot.
Why Young People Need Chiropractic Now More Than Ever
According to a recent study published in BMC Musculoskeletal Disorders, "It is now widely acknowledged that neck pain (NP), mid back pain (MBP), and low back pain (LBP) (spinal pain) start early in life and that the lifetime prevalence increases rapidly during adolescence to reach adult levels at the age of 18."
Building From the Bottom Up
I caught up with my dear friend Honora Wolfe, in her Colorado painting studio where, if she is not praying in Bhutan or doing charitable work in a Nepali free clinic, she spends most of her time now.
Peer Points: Always Seeking To Grow
Ellen "Kiki" Geary has spent the last decade honing her craft. As a specialist in integrative holistic care, she went straight from completing her master's degree in acupuncture and chinese herbal medicine from Bastyr University to building a successful and thriving practice in the small community of Anacortes, Washington.
News in Brief
National Chiropractic Health Month: Be Proactive; Collegiate Roundup: Academic Appointments at Parker, Logan.
A Guide for Talking to Doctors about Acupuncture and Brain Chemistry
Before I begin any discussion of how to talk about the effects of acupuncture on brain chemistry, nervous and endocrine function, it is essential to understand just what physicians most need help with.
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 more information about Jenn Sommermann, LCMT.
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