Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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Adding Microneedling to Your Clinic for Results and Profit
Microneedling has taken the beauty world by storm over the last 10 years. Under the names dermaroller, microneedling or skin needling you will see these treatments listed in the services of nearly every fashionable beauty salon and day spa in the country.
Lower-Extremity Overuse Injuries: Primer on Causes and Corrections
From ankle sprains to stress fractures, shin splints to plantar fasciitis, the research is clear: These common overuse injuries of the lower extremities – among dozens of others – may be related to abnormal foot function in your patients.
A War You Can Help Patients Win
The average American consumes approximately 60 percent of calories from sugar, flour and refined oils. A donut is a good example of a so-called "food" that represents these calorie sources.
Technology Meets Practice: Chiropractic Every Day
About a year ago, I had an interesting conversation with a DC who made house calls. When I asked why, she was quick to explain she learns much more about her patients when she sees them at home than she could ever observe in the office.
Can Acupuncture Treat Knee Pain?
Recently, an article in the Journal of the American Medical Association concluded that, "neither laser nor needle acupuncture conferred benefit over sham for pain or function" among older chronic knee pain patients.
The Roots of TCM in Depression Treatment
In traditional Chinese medicine, there is historical precedent for the treatment of so-called "Shen" (Heart-Mind) disorder, or disorder/dysregulation of the spirit, which is also considered as distinct but not separate from the cognitive function of the brain.
Melatonin: A Promising Natural Agent in the Prevention of ALS
A number of years ago, experimental studies suggested melatonin could block key steps in the development of Alzheimer's disease, primarily by acting as a brain antioxidant and inhibiting the build-up of beta-amyloid plaque in the brain.
Merger Creates New Model of Care
Two San Francisco powerhouses of holistic healing, the American College of Traditional Chinese Medicine (ACTCM) and California Institute of Integral Studies (CIIS), are merging. Together they are building a visionary approach to applied integral health.
Treat Every Patient as an Athlete
Frontal-plane movement pattern dysfunction can set the stage for musculoskeletal injury. Frontal-plane stabilization is essential during the normal activities of daily living: think single-leg stance and gait cycle.
ICD-10 Is Not Scary (and Not About Billing)
In my 13 years of consulting with doctors on billing and coding matters, ICD-10 has aroused the biggest combination of misguided fear and ignorance I can remember.
The Source-Luo Point Combination, Part 3
Dr. Nguyen Nghi (NVN) was born in Vietnam and is one of the most important scholars, writers, teachers and practitioners of modern time. Many of his theories and applications are the source of modern teachers from Europe and the United States.
Making Public Health a Chiropractic Priority
As highlighted in this edition's News in Brief, Rand Baird, DC, MPH, FICA, FICC, editor and occasional author of our long-running column, "Chiropractic in the American Public Health Association", was recognized by the organization recently for 40 years of membership.
Data: The New Frontier in Health Care
Your practice is empowered with the data you need to improve patient health, run a more efficient (read: profitable) practice, get paid in timely fashion and help show the efficacy of chiropractic on the national stage in the midst of sweeping changes in health care!
The Art of Creating a Healing Space
I always advise my graduates to examine their group practice or treatment rooms with fresh eyes after they leave my CE workshops. I tell them, "Ask yourselves - is your space qi filled, welcoming and healing? Or is it cold and clinical?"
Colon Health and TCM
I still remember many years ago, the loud "Yuck" from my wife at the time when we were together watching the Chinese movie "Last Emperor."
Treating LBP in Golfers: Beyond Basic Assessment
The drive to master the most efficient swing demands a tremendous amount from the lower back. Maintaining stability in a flexed posture, supporting torso rotation and repetitively supporting the golf swing all put the lower back in a vulnerable position.
Online Marketing Basics: Google Ranking, Part 1
We all know there is so much opportunity with online marketing. And, let's face it, if you don't have a presence online with a website and social media, you are probably not where you want to be.
The Integrative Medicine Puzzle: Putting the Pieces Together
The conversation is changing in the broader healthcare community with patients actually moving the discussion toward more integrative topics. Patients today want to know their options.
News in Brief
Support of F4CP Continues With Latest Donations; Walter Reed Honors Dr. William Morgan; Recognizing 40 Years of Public-Health Activism; Allstate Decision Reversed.
Exploring and Learning from the Gift of Life
I'm grateful to have had the opportunity to teach cadaver dissection classes and workshops with Stephen Cina at the New England School of Acupuncture over the past seven years, first through the Sports Medicine Acupuncture Program and later as a NESA elective course.
Aetna Updates 97140 Policy
In a development the Association of New Jersey Chiropractors is calling "a resounding victory for chiropractors nationwide," Aetna Insurance Company has updated its national reimbursement policy regarding 97140 (manual therapy), reaching an agreement two years after the association filed a declaratory judgment suit in federal court against the insurer.
Medicine as Metaphor
The practice of medicine is both an art and a science. We study and learn the system so that when the time comes to apply it, there is a greater possibility of successfully helping others.
January, 2009, Vol. 09, Issue 01
How to Make Word-of-Mouth Marketing Work for You
By Sharon Desjarlais, CC; guest author for John Upledger, DO, OMM
When it comes to getting new client referrals, it is great when you can depend on your current clients word-of-mouth marketing. Those trust-inspiring testimonials that take place when satisfied clients tell their friends about you can make all the difference and lead the way for a successful business. But here's the secret: Effective word-of-mouth marketing doesn't happen by accident. You may be a gifted therapist with scores of satisfied clients. However, once these clients leave your office, they don't think about you. Instead, they think about how great they feel and then go on with their busy lives.
That's why you need a plan to rev up your word-of-mouth marketing engine. Follow these five simple steps and you'll bring in new referrals before you know it.
Step 1: Make a Profile of Your Perfect Patient
Not all referrals are created equal. Remember that client who never stopped complaining? Or the one who wanted to lie on the table and have you "fix" him? You may not want more of those same attitudes on your table in the future. Before you ask for referrals, be selective of who you ask. Take time to jot down a personality profile of your ideal client; those people who gave you more energy, more joy. Note: To get a complete picture, include both demographics (facts like age, gender and occupation) and psychographics (characteristics that focus on lifestyles, attitudes and preferences).
Step 2: Put Your Request in Writing
Do you get tongue-tied asking for a referral? There's no need to put yourself on the spot. Simply draft a referral letter to your current clients (the ones you would like to have more of). Tell those "perfect patients" how much you would enjoy filling your practice with others just like them. Then ask if they know anyone else who can benefit from your services. When your request comes from the heart, that warmth is likely to be appreciated - and returned.
Step 3: Be Effective, Get Specific
Remember that old computer adage, "Garbage in, garbage out"? The same concept applies when you're asking someone to "Google" their mental database for referral prospects. The more specific your input, the more effective the results.
For CranioSacral therapists, I recommend: "CranioSacral Therapy is a gentle, light-touch approach that releases tensions in the central nervous system so that every other system in the body can relax and self-correct." Being specific will help your clients identify solid prospects and pass on a good word about you.
Step 4: Offer a Risk-Free Step
No matter how strong your ethics or boundaries are - a therapeutic relationship that relies on touch is still considered an intimate one by your clients. Even someone who is referred may not feel comfortable enough to climb right onto your table. That is why it helps to buildrapport with prospective patients by suggesting a risk-free next step. Ask your clients to steer prospects to your Web site where you will invite them to the risk-free next step: a 15-minute phone consultation (at absolutely no charge to them).
Step 5: Make It a Habit
The easiest way to get consistent referrals is to take consistent action. Make it a habit. Create a referral letter template on your computer. Then, whenever you work with someone you enjoy, personalize that letter and pop it in the mail with some business cards.
When your word-of-mouth marketing system becomes second nature, it will take on a life of its own and breathe new life into your practice.
Click here for previous articles by John Upledger, DO, OMM.
Click here for more information about Sharon Desjarlais, CC.
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