resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Making Sense of Liver Regulation
In Chinese medicine, the liver has the function of moving and storing qi and blood. In its moving function, the liver smoothly distributes qi and blood to the tendons, muscles and flesh through microcirculation.
5 Ways to Enhance Your Family Practice
Every practice has a personality style. A practice that caters to athletes, PI cases or adults, for example, projects differently to patients than a family wellness practice.
Toxicity & Kids: The Importance of Environmental Intake
The old adage is true that children are not little adults. Traditional Chinese medicine (TCM) has long known that the physiology of children is unique, as are the diseases that plague them.
Treating LBP the Right Way: Think Natural
An updated clinical practice guideline from the American College of Physicians (ACP) recommends spinal manipulation and other non-invasive, non-drug therapies as first options for acute, subacute and chronic low back pain, rather than pain medications, as stipulated in the original 2007 guideline.
Chiropractic: A Great Fit for the White House
Dr. Eric Kaplan is a New York Chiropractic College alumnus; a No. 1 best-selling author whose books include Awaken the Wellness Within and The 5 Minute Motivator; a chiropractor for professional sports teams and elite athletes; and even served as an advisor under the Clinton Administration to the President's Council on Sports & Physical Fitness.
Scope of Chiropractic Practice: Why Now Is the Time to Expand
In my January article, "Scope of Chiropractic Practice: Is It Time for Change?" I discussed the use of the term primary spine care practitioner, the loss of privileges to diagnose in Texas, and the fact that the definition of "chiropractic" varied from state to state.
NSAIDs No Better Than Placebo for Spine Pain
A meta-analysis of randomized, placebo-controlled trials comparing the efficacy and safety of NSAIDs with placebo for spinal pain concludes that among 6,065 spine pain patients, "NSAIDs reduced pain and disability, but provided clinically unimportant effects over placebo."
The First (Only) Choice for Spinal Pain
The study on NSAIDs for spinal pain summarized on the front page of this issue is intriguing on a number of levels, the most obvious being the conclusion that "compared with placebo, NSAIDs do not provide a clinically important effect on spinal pain, and six patients must be treated with NSAIDs for one patient to achieve a clinically important benefit in the short-term."
The Qi Focus: A Guide to Managing Stress
Stress, are you experiencing heightened stress levels? Your own, and your clients? Is Trumpitis getting to you? I recently polled a cluster of acupuncturists, Asian Bodywork Therapists (ABT) and psychotherapy colleagues on the issue.
How to Correct a Cuboid Subluxation
Cuboid subluxation is a poorly recognized condition, even though it is not uncommon. It has been described in the literature under various names: cuboid subluxation, cuboid syndrome, locked cuboid, dropped cuboid, cuboid fault syndrome or peroneal cuboid syndrome.
News In Brief
A "Modern" Business Model. Acupuncturists may have a new professional atmosphere to consider, as a new concept is on the horizon - at least for one business.
Waist Circumference: A Conversation Starter (Part 2)
Now let's discuss the clinical approach to reducing WC and implementation in today's chiropractic practice. The primary intervention centers around dietary modification and lifestyle habits aimed to reduce adiposity, improve insulin sensitivity and ultimately, diminish systemic metabolic dysfunction.
Shedding Light on the Benefits of Heliotherapy
I can't imagine anyone not feeling good strolling in the sun on a beautiful spring day. The sun is responsible for all life on earth and is best illustrated along the equator touting the richest biodiversity on the planet, in stark contrast to the Arctic Circle and South Pole.
What's Bugging You? Probiotics and Your Health
An estimated 100 trillion microorganisms representing more than 500 different species inhabit every normal, healthy bowel. Gut-dwelling bacteria keep pathogens in check, aid digestion and nutrient absorption, and contribute to immune function.
Help Save an Important Chiropractic Landmark
The chiropractic profession has a splendid and varied history. Sadly, many landmarks have been lost to bulldozers and wrecking crews, such as the Ryan Building, Little-Bit-O-Heaven, Spears Chiropractic Hospital, and Clearview Sanitarium.
Insomnia Treatment Based on the Yu Theory
In recent years, acupuncture has risen in popularity as a form of alternative or supplemental medicine for the treatment of many different types of disorders.
Treating the Terrain of Chronic Sinus Infections
Chronic sinus infections can be stubborn to treat, but the therapeutic path forward can be simplified when utilizing three distinct treatment principles which take into account the terrain of the body, and the way in which microbes grow.
Give Your Patients the Ergonomic Advantage
Prolonged sitting contributes to low back pain and is a health risk. When I discuss my POLITE technique practice recommendations with patients, ergonomics may be last, but not least!
Integrative Cardiology: The Heart of TCM & Western Medicine
Patient centered therapy is a growing trend in hospitals that are expanding to boutique services.
The Chiropractor's Guide to CRISPR
Science magazine's "Breakthrough of the Year" award for 2015 was described as "the gene-editing tool called CRISPR." CRISPR stands for "clustered regularly interspaced short palindromic repeats."
Caring for Refugees in Greece
At the beginning of 2016 I had no idea what was in store for me, but I was looking forward to a personal retreat on the Greek island of Paros; a graduation gift to myself after 22 years of motherhood, and four-plus years of Chinese medicine school.
Good Works at the Canandaigua VA
Faculty and students of the Finger Lakes School of Acupuncture and Oriental Medicine (FLSAOM) of the New York Chiropractic College have provided acupuncture to veterans at the Veterans' Administration Medical Center (VAMC) in Canandaigua, New York since September of 2007.
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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