Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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An International Life: An Interview with Mary Elizabeth Wakefield
I met Mary Elizabeth Wakefield during her class last summer in Seneca Falls, New York at the Finger Lakes School of Chinese Medicine.
Creating Relationships at Southwest Symposium
The month of May brought many interesting activities. As I have said in many previous columns this year, this profession is moving in a very exciting direction. Make sure you are getting involved. If you're not, you just might get left behind.
Desert: A Metaphor from the Study of Genetics
In most of the human lives I know about, there are stretches of time which feel stagnant, or worse. We can feel adrift, or wounded and sidelined, and these times don't seem to carry much usefulness while they are unfolding.
The Source-Luo Point Combination, Part 2
The Da Cheng includes symptoms for the source-luo points that indicate when to use them for treatment. Yang defines the method as the guest-host (it is one of a variety of acupuncture point combinations called guest-host).
Going On-Site With Chiropractic Care
The Foundation for Chiropractic Progress has released a position paper highlighting the financial, clinical and patient-satisfaction benefits of providing chiropractic care at on-site corporate health clinics.
News in Brief
Investigating the Cellular Impact of Mechanical Force; National Board Seats (Not-So) New Officers at Annual Meeting.
The Risks I Took
We all take risks when we choose this profession. For some, it is not knowing if you can make a living practicing TCM. For others, it is parental or cultural disapproval.
Sports Medicine 101: Surgery or No Surgery?
In the world of sports medicine, many careers are saved by surgeries that correct traumatic damage to the body. Muscle tears, ligament damage, fractures, spinal disc herniations, and joint instabilities are a few of the issues frequently addressed with surgical intervention.
Meet Cheyenne: Your Future Colleague
Allow me to introduce you to Cheyenne (Chey), the daughter of some of our family's closest friends. We attend and serve at the same church together, and have known each other for many years.
Q&A With the First VA Chiropractic Residents
As you may have read previously, a major step forward for the profession occurred in July 2014 when the Department of Veterans Affairs began piloting a chiropractic residency program at five locations.
Marketing with a Microphone
When given an option, it stands to reason that people prefer to do business with those they know, like, and trust.
Integrative Medicine for the Underserved: A Seat at the Table
Numerous organizations have risen to the challenge of providing care to medically-underserved populations and here we feature one such group.
Chinese Doctors Poke Holes in Australian Study
A recent Australian clinical trial, published in the Journal of the American Medical Association (JAMA) in 2014 by Rana Hinman, et el., evaluating the effectiveness of both needle and laser acupuncture for chronic knee pain.
Leg-Length Inequality and Pelvic Fixation: A New Approach to the Negative Derifield (Part 3)
A patient with sacroiliac fixation and dysfunction ordinarily demonstrates a noticeable leg-length inequality when placed in the prone position on the adjusting table.
Nomenclature and Classification of Lumbar Disc Pathology: Version 2.0
The Nomenclature and Classification of Lumbar Disc Pathology consensus, published in 2001 by the collaborative efforts of the North American Spine Society, the American Society of Spine Radiology and the American Society of Neuroradiology, has guided radiologists, clinicians and the public for more than a decade.
Should You Change an Athlete's Natural Running Form?
Once past the ankle, impact forces travel at about 200 mph into the knee. In addition to allowing the quad to absorb force, bending the knee (E) prevents the hip and pelvis from moving up and down too much (F), which is important for injury prevention and efficiency.
Treatment of PTSD: An Opportunity for the Practice of Integrated Medicine
PTSD is widespread across America today. Not only do many of our honored men and women in uniform bring it home with them from the war zones they have been active in, but it often follows any life-threatening event people go through when their lives have been in danger.
I was sitting in a Pizza Hut in Peoria, Ill., with my friend Reggie, sometime in the spring of my senior year in college, when he started doodling on his paper placemat. In those days, the company had a picture of U.S. on the mats, showing all the locations of the "Huts" in the country.
NCCAOM Video Contest
The NCCAOM is excited to announce the launch of the second annual video contest "Because it Works!" 2015.
Free Yourself From the Pocketbook Practice
Let's take a journey together; there's an important lesson to be learned. Imagine a town or city just like yours.
Key Changes and Updates to the 7th Edition CNT Manual
Acupuncture Today recently interviewed Jennifer Brett, ND, L.Ac. regarding the updates to the CNT manaul.
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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