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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.
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.
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.
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."
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!
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."
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.
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.
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.
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.
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.
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."
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.
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.
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.
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.
Integrative Cardiology: The Heart of TCM & Western Medicine
Patient centered therapy is a growing trend in hospitals that are expanding to boutique services.
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.
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.
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.
February, 2009, Vol. 09, Issue 02
Consistency Breeds Success
By David Kent, LMT, NCTMB
The current economic slowdown is stressful to everyone. Business is slow, treatments are down, and both are affecting the bottom line. During these challenging times, however, there are things you can do consistently to breed your success. Instead of getting frustrated and discouraged, use this extra downtime to your advantage. It can help you achieve ongoing success in your practice, whether you are in a clinical, spa or outcall setting.
Getting Out There
Marketing professionals know how important repetition is to "imprint" a product in the mind of the consumer. This same concept applies to massage therapy and your ability to imprint your services on potential referral sources. Each week, I visit specific locations that have become my best referral sources. If you aren't getting the number of referrals you would like, it's time to get out there and introduce yourself. Here are few places to start:
Talk It Up
You took the time to get out there; now you need to make it count! Your goal is to attract business by educating your referral sources about the importance of massage therapy. Advertisers use test markets and focus groups to refine their messages. But before you begin pitching your services, you will need to practice and refine your "commercial" with your "test market," which is located in the next community over.
That's right. You need to practice your selling skills before you officially launch your marketing campaign with your "real" audience in your own community. Practicing gives you the opportunity to build your confidence while simultaneously getting comfortable with introducing yourself to strangers, telling them what you do, and answering commonly asked questions. But don't let yourself off the hook with your practice sessions. Make sure that you are as professional and courteous with your test audience as you plan to be with your "real" audience. The following tips will help you get comfortable in this newfound role as salesperson:
Show and Tell
Explaining the basics helps others understand how massage therapy can help with headaches, sciatica, neck and back pain, and more. Additionally, using "props" can help educate your clients. Carry a trigger-point flip chart with you. Explain how trigger-point patterns are often the cause of severe pain. Take a moment to examine the posture of the person you are speaking with. Educate your contact about how each individual's unique postural pattern can be treated with massage therapy. Then describe your ability to custom tailor your treatments accordingly.
Discuss how you can be of mutual benefit to each other: Can you send them business? Take some of their business cards to pass out, and ask them to do the same.
Do something unique so that your referral sources remember you. Give a helpful tip; if you are talking with a secretary who complains of neck pain, suggest that they try a telephone headset, or adjust the height and angle of the computer monitor or chair. Teach simple stretching techniques. Leave healthy snacks. I know people who are always on the run and rarely stop to eat. Sometimes, I'll drop off an apple, nuts and a bottle of water, along with my business card. Leave samples of topical pain relievers.
You've invested your time and energy in marketing your practice. Now make sure that your referral sources can find your name and number when it counts. Be sure to leave: business cards, magnets, flyers, pens, note pads and any other tool you think will leave an impression.
Clients often want to understand and learn more about their condition, so put your education to good use. Continually educate and re-educate your clients. Show them how to stretch and maintain themselves between sessions. Explain the importance and benefits of regular exercise. Use visuals, such as anatomical models, textbooks, trigger-point charts or other charts to show the musculoskeletal origins of their condition. Review the effects of poor posture and explain how it contributes to pain. Since a picture is worth a thousand words and many cell phones have cameras, taking postural analysis photos on the road is easier than ever. Read "Getting Comfortable with Postural Analysis" (Massage Today, July 2008) for more tips on using postural analysis photos. Discuss the uses of ice, heat, and topical analgesics for pain.
Say "Thank You"
Place follow-up calls to new clients. Send thank you notes to clients and referral sources.
We typically avoid the things that we are uncomfortable doing; however, with practice, you will quickly realize that certain thoughts and actions consistently focused in positive directions will ensure your success. And if you practice your selling skills consistently, you will improve each time you sell your services to someone new.
Remember: Practice makes perfect! Hang in there and don't get frustrated. Results don't always happen overnight. Just invest the time and keep a positive attitude. You'll be amazed with the results!
Click here for previous articles by David Kent, LMT, NCTMB.
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