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The Tide is Rising in the Acupuncture Profession
Former President Ronald Regan said, "When the tide rises all boats float." The tide is rising for the acupuncture profession. Many forces outside the profession are helping the tides to rise.
Reducing the Autogenic Inhibition Reflex: Making Weak Muscles Strong
The autogenic inhibition (AI) reflex is a sudden relaxation of a muscle in response to excess tension.
Professional Credentialing and Board Certification: An Ethical Faux Pas
Because of the Affordable Care Act, health care systems are coordinating care through accountable care organizations (ACOs) in order to reduce the cost of care and improve quality of care.
Our Biggest Challenges to Compete in Wellness Care
In the first article in this four-article series [May 1 DC], I made the case that chiropractors should either embrace offering lifestyle wellness in their practices or face the possibility of losing their place in the wellness care marketplace.
5 Simple Steps to Create an Effective Marketing Calendar
In the educational experience of most healthcare practitioners, business and marketing are overlooked topics.
Medicine is Clumsy, Don't You Be
All medical systems have clumsiness in them. If the technique isn't, the practitioner is. Everyone in every form of medicine is striving to improve. That is why we call it practice.
PCOM Granted Regional Accreditation
Pacific College of Oriental Medicine (PCOM) recently announce it has received regional accreditation from the Western Association of Schools and Colleges (WASC). This achievement reflects five years of hard work on the part of faculty, staff, and students.
ACA or ICA: Which Best Represents You?
Last June, I was honored to represent Texas ICA members as their representative assemblyman at the ICA Annual Meeting in Kansas City.
Animal Acupuncture: A Case Study in the Treatment of Traumatic Injury in the Equine
The rise of animal acupuncture in the U.S. began in the early 1970's as a result of the work by members of the National Acupuncture Association in Westwood, Calif.
The Acupuncturist's Problem
I want share with you some observations and insights into what seems to be the most common problem my colleagues in the acupuncture profession struggles with. If you also struggle with this problem, I hope you get a valuable "aha" moment from reading this.
5 Tips for Using Pinterest to Market Your Practice
Pinterest is a very popular, but often under-utilized, social media platform where people can bookmark, or "pin," fun and interesting things from all across the internet.
Marijuana, Apathy and Chinese Medicine, Part 1
This article was written in response to the unheeded acceptance of marijuana as a harmless substance that potentially does good when used for the medical relief of pain.
Giving Vets the Care They Deserve
The Department of Veterans Affairs (VA) administers the largest integrated health care system in the United States.
A Poor Choice for Pain Relief
Acetaminophen is the most popular pain reliever in the U.S., accounting for an estimated 27 billion annual doses as of 2009. With 100,000-plus hospital visits a year by users, it's also the most likely to be taken inappropriately.
Leg-Length Inequality and Pelvic Fixation: A New Approach to the Negative Derifield (Part 2)
As we noted in our previous article, with a positive Derifield (+D), the doctor observes the reactive (shorter) leg in the prone position that becomes longer or "crosses over" in the flexed position.
Green Tea Improves Cognitive Function in Elderly Subjects
Publishing their results in the journal Nutrients in May 2014, researchers showed that drinking the equivalent of 2-4 cups of brewed green tea (or bottled tea) daily improved cognitive function or reduced the progression of cognitive dysfunction in elderly subjects.
Spieth Thanks His Chiropractor After Historic Masters Win
Jordan Spieth didn't just capture the hearts of golf enthusiasts worldwide with his record-setting, wire-to-wire victory at the 79th Masters Tournament.
Rethinking Musculoskeletal Pain – A Public Health Perspective
The American Public Health Association (APHA) is the world's oldest and largest association of its kind, founded more than 140 years ago and boasting over 25,000 members.
We Get Letters & Email
A House Divided? (May 1 issue) provoked significant response from readers. Here are several of the surprisingly similar comments we received.
Integrating Art with Clinical Practice for Patients with PTSD: The Artemis Project
Are you restricted by those one-on-one clinic dynamics? Why not join colleagues and clients in experimental group settings? Three of us volunteered to do just that in Austin on behalf of women veteranss from all branches of the service.
How Much Do You Know About the Benefits of Birds Nest?
Edible bird's nest is the nest made by the Swiftlet bird of Southeast Asia that is usually prepared as a soup and prized in Chinese culture as a healthful delicacy.
The Challenges of Integrating Eastern and Western Medicine
My Masters thesis was titled, "The Challenges of Integrating Eastern and Western Medicine," which highlighted several reasons why it is hard for these two worlds to mix.
April, 2008, Vol. 08, Issue 04
Building Raving Fans: Consistency Is the Key
By David Kent, LMT, NCTMB
In my March article, "The 80/20 Rule: Maximizing the Return on Your Investment," I talked about how to use the 80/20 rule to produce a better return on your investment of time and money in your clinical, chair, outcall or spa massage practice. I discussed focusing 80 percent of your efforts on the 20 percent of the tasks that matter most and stressed the importance of thanking your clients for their business. I also touched on the importance of thanking those professionals and others who refer new business. This month, I'd like to expand on this idea with a few simple "20 percent actions" that will set you apart from your fans.
Saying "thank you" to someone for referring a new client isn't just the polite thing to do - it's a means of maintaining relationships and building new business. When was the last time you got a "thank you" from your health care provider or from a patient you referred to another health care provider? It doesn't take much to thank someone. Simply acknowledging someone's efforts on your behalf can go a very long way.
Get clients involved. When new clients are checking out, I hand them a blank note card and ask them to write a simple thank-you note to the person who referred them. The message is quite simple:
This simple action only takes a few minutes and most clients will be more than happy to do it, especially when they have just received a treatment that has relieved their pain. This simple gesture makes everyone involved feel good and strengthens the relationships. Make it easy on the client: Provide the envelope and the stamp, and mail it in for them.
Send personal thank-you cards to first-time referral sources. It's not just up to your client to thank the referral source, especially if you want that source to continue sending clients your way. Create or buy some massage-specific thank-you cards and send them every time you receive a referral from a new source. For a personal touch, make sure to sign the card. I sign every card to new clients, referral sources and people who have inquired about or ordered my products.
Make a statement. While it's probably not necessary to send a thank-you card every time you receive a referral from the same source, you should make a point of consistently acknowledging that person's contribution to your practice. Do special things throughout the year for your referral sources - not just on holidays or special events. They will appreciate and reward your actions with more referrals. I stand out by thanking my referral sources in unique and personal ways. Some ideas include:
A word about samples. Everyone loves free stuff, and free samples are an easy way to build raving fans while producing extra income. I use certain topical applications on my clients during treatment. Then I show clients how to apply them for self-care between sessions. I explain how these topical aids can work in conjunction with stretching, rest, ice and exercise. I also make the analgesics available for purchase at the clinic. Clients often ask for samples to pass out to family, friends and co-workers, many of whom later become my clients. One large company offers two samples with your name and telephone number printed on a product brochure. They'll even ship it to you for free.
Office visits, distance and timing. To maintain my relationships with the referral sources in my area, I make occasional personal visits. Some of my referral sources have relocated over the years, but they still refer clients to me from time to time. A doctor who once was very close to my office is now almost an hour away. But I still take the time, on occasion, to drive out to see him. Just because a referral source has moved away doesn't mean they will stop referring. Remember, the world still is a small place.
While making personal visits is a good method of maintaining your relationships, it's also important to time your visits with discretion. Some referral sources may work odd shifts or weekends, such as a walk-in clinic. I work those visits into the different 20 percent parts of each day during the week. My sources often appreciate that I took the time to stop in and say thank you.
Personalize your visits. Each meeting is an opportunity to strengthen your professional relationship. If, for example, I am stopping by a doctor's office, I will take some time to learn about the doctors, nurses and staff members so I can personalize my visit. During one visit, I learned that a doctor only ate organic food. On my next visit, I brought in some organic fruit and snacks. He appreciated that I took the effort to learn about his eating habits and then responded with a customized gift.
Become a support system for your referral sources. When people need help, they call the people they know and trust. Many clients call our office asking if we can help people they know. And they want to know whom we recommend if we cannot help. Take care of the referral sources that take care of you.Maintain consistency. Rarely will a single conversation, meeting, personal gift or thank-you note build a relationship or produce long-term results. Plan some 20 percent time every week to say thank you so that you can maintain your current relationships and build new ones. For more ideas, check out my past articles at www.massagetoday.com. For more practice-building tips, visit www.kenthealth.com and drop me a line with your great ideas.
Click here for more information about David Kent, LMT, NCTMB.
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