Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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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.
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.
News in Brief
Investigating the Cellular Impact of Mechanical Force; National Board Seats (Not-So) New Officers at Annual Meeting.
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).
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.
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.
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.
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.
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.
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.
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.
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.
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.
NCCAOM Video Contest
The NCCAOM is excited to announce the launch of the second annual video contest "Because it Works!" 2015.
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.
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.
The Three Heater Official
This Official, belonging to the element Fire, is responsible for maintaining and regulating the heating system of the body, mind, and spirit. It is named for its function. The trunk is divided into three "burning spaces" or "jiaos."
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.
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.
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.
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.
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.
February, 2009, Vol. 09, Issue 02
Are Your Clients Trained?
By Jenn Sommermann, LCMT
Many of my students have been asking me about the economy and how it has affected my practice. I understand their concern and value their questions. I am also pleased that they feel comfortable enough to ask and are considering the future of the industry and how the changed economy is going to affect the bottom line. That's head-ups thinking and shows me my teaching efforts are paying off.
We have a candid conversation about the economy, where I think it is headed (not that President Obama asked me) and how my business is doing in these tough times. I am pleased to admit that my private practice has not suffered one bit. The reason is simple. My clients are trained.
There are two sides to the massage industry. There is the health care side of the industry and the personal care side. "Health care" encompasses medical massage, treatment of injuries and specific conditions, and massage for general well-being. This is by no means an exhaustive list. The "personal care" side of massage typically happens in spas and salons, on cruises or at resorts. The clients are not "regulars" and often schedule as a result of a gift certificate or special occasion. Both are necessary and valid models of care, and many massage therapists have their hands in both camps.
One of the most appealing aspects of being a massage therapist is variety and flexibility. The typical therapist has two or more jobs, so you often find an MT who works in both the health care and personal care setting. Other MTs have a preference and focus more in one area. Both are fine and acceptable; no judgment here.
The interesting point to make is that in these tough economic times, one of these camps has taken a "hit" and one has stayed constant. Can you guess? Americans, and people all over the world, have cut back on excessive spending. Much of that excessive spending falls into the personal care category. Getting your nails done or having highlights put in your hair can wait an extra week or two, or be tabled altogether. When the choice is between a good manicure or food, the right decision seems clear.
Health care, however, is an area that people have not skimped on. The dollars spent on getting well and staying well has remained constant and unchanged, and I believe that is the key to being recession proof. Taken to another level, the trend has been to spend extra money to stay well in the first place.
Training Your Clients
Here's where the training comes in. My clients are "trained" that the care I provide is health care. Now more than ever, it is important to stay healthy, not get sick and miss work, not throw out your back, and keep your musculature strong. This is not the time to skimp on massage dollars. You've heard the saying, "penny wise and pound foolish"? That applies directly to paying for regular massage as part of health care and preventing sickness or injury in the first place. The average client will save time away from work and money if they consider and use massage as part of health care.
The easiest way to "train" your clients that massage and what you provide is health care is to decline tips. Turn away money? Yep. Something as simple as declining a tip sends a message to your client that you are not a personal care provider. Just today, I was given a $10 tip. I kindly gave it back to the client, thanked her for the compliment and told her the best compliment is the referral of family and friends. She had a puzzled look on her face and I further informed her that I consider myself an allied health care professional. "Just like you don't tip your doctor or psychotherapist, I don't accept tips either. If I considered myself a personal care provider like your nail technician or stylist, I would happily accept the tip." She was blown away, but understood. Within minutes, she booked another appointment for two weeks later.
There is no doubt about it: Tough economic times are here for a while. People will continue to cut their budget and personal spending. However, I think you can recession proof your practice by positioning yourself on the side of health care. "Train" your clients by educating them about what you do, how you do it and how it can help them.
Click here for previous articles by Jenn Sommermann, LCMT.
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