Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
I just got finished with a ...
resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
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.
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.
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.
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.
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."
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.
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.
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.
NCCAOM Video Contest
The NCCAOM is excited to announce the launch of the second annual video contest "Because it Works!" 2015.
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.
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.
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.
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.
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.
News in Brief
Investigating the Cellular Impact of Mechanical Force; National Board Seats (Not-So) New Officers at Annual Meeting.
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.
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.
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.
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.
August, 2011, Vol. 11, Issue 08
Putting Your Business First
By Jenn Sommermann, LCMT
Perhaps you've taken extensive business classes while you were at massage school. Perhaps not. Maybe you came from a previous career in business or maybe you are a novice in this wide world.No matter what your background or how much you learned in school, the question is: How much time are you putting into your business activities now?
There are many factors that go into answering this question. Are you full time or part time? Is your business growing or are you happy where it is now? Do you plan to expand or relocate any time soon? Regardless of the answers, a certain amount of time needs to go into business activities and that amount of time varies from situation to situation. The bottom line is if you want to be successful, you must contribute a solid amount of time to business activities.
At this point, some of you currently working for other people are probably thinking, "This article isn't for me." I beg to differ and encourage you to read on. Whether you are in practice for yourself, working for someone else or a combination of both, you are "in business" and should be spending time and energy on its matters. The amount of time and energy depends largely on your situation, but EVERY massage therapist should be doing something towards the business-part of their livelihood. Surprisingly enough, often it is the veterans who settle into a routine and forget to focus on business matters.
Consider this situation. You are working at a spa under an umbrella of managers who supervise and support you in all aspects of your work. The laundry is done, the linens are provided, the schedule is set and you basically show up for work. Sounds like you are not in business for yourself. What about rescheduling your clients? Isn't it the responsibility of the therapist to retain clients? Do you have a secure dialogue for your exit interview? Are the clients rescheduling? What if you are at a cocktail party or your son's soccer game and someone asks you what you do for a living? Are you able to be an ambassador for the field of massage therapy while giving a strong biography of yourself? These are business activities and whether you know it or not, you are responsible for performing many of them daily. Some of these activities happen unconsciously. Others are more planned. They are necessary and can always be improved upon no matter how long you have been in business.
If you are a sole proprietor, you already know that you need to perform business activities on a regular basis. But how much time are you devoting? If you wish to be more successful, you could probably be doing more. More often than not, the activity you dread most and the one you least like, is probably the one you should be doing. For example, consider a shy person who is not well known in the community. At the core, she knows a networking group would be beneficial to her practice but her personality doesn't lend itself to it. My suggestion: find a friend and go to a networking breakfast together. The morning meetings tend to be shorter because people are anxious to get to their jobs. They tend to be lively and if she brings a friend, she has some extra security built in. Just like we dread activities were are not good at, we tend to repeat the ones that have benefits we can see. If the networking event proves fruitful, our shy therapist might be inclined to repeat it and maybe even, go it alone.
So how much time are you putting into business activities? In the 20 years that I have been in business, I have seen a fool proof formula work 99 percent of the time: Spend 20% of your anticipated client hours on business activities. In other words, for every 20 clients that you want to see per week, spend four hours per week doing the "other" work or business activities. If you are part time and want to see 10 clients per week, then spend two hours per week on growing your business. Alter the formula according to your dream schedule. The time can encompass networking, educating clients, taking classes in business, meeting new people, sending postcards, working on your webpage... all activities that pertain to business. If you are faithful with this formula, it will work. Do the leg work and watch the effect on your career. This time commitment must be set in stone; treat the time like a paying client and don't skimp here. Too often, I see therapists say they couldn't stick to the formula for one reason or another. And then complain their business isn't going well. Don't let that be you.
No matter what your working situation, a certain amount of time needs to be devoted for business and professional development. Schedule the time like you would a client. Plan to do it with a friend. Chose the optimal time of your day to perform the activities you dread most. Whatever business activities you need to do, do it! The list is never-ending and the rewards are many. Have fun with the process.
Click here for previous articles by Jenn Sommermann, LCMT.
Join the conversation
Comments are encouraged, but you must follow our User Agreementcomments powered by Disqus
Keep it civil and stay on topic. No profanity, vulgar, racist or hateful comments or personal attacks. Anyone who chooses to exercise poor judgement will be blocked. By posting your comment, you agree to allow MPA Media the right to republish your name and comment in additional MPA Media publications without any notification or payment.