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Home Sweet Medical Home
While the Affordable Care Act (ACA) has received its fair share of praise and criticism since its adoption, few question the value of its emphasis on collaborative, patient-centered health care.
New Leadership Era at the WFC
The World Federation of Chiropractic recently announced not only a new president, as is customary every two years, but also an incoming secretary-general, marking the first time since the WFC's inception in 1988 that someone other than David Chapman-Smith, Esq., will serve in that capacity.
CRREW Rallies for Ongoing Acupuncture Relief Effort in the Philippines
On November 8, 2013, Typhoon Yolanda (Haiyan) made her way through the Philippine Islands, leaving in her wake at least 7,000 people dead, millions homeless and complete communities destroyed.
Don't Trust What Your Patients Say
When a patient presents to the office for care, they typically have a specific complaint – lower back pain, whiplash, sinus congestion, sciatica, etc. They are often not interested or engaged in what they consider "unrelated" personal health history.
News In Brief
Pacific College of Oriental Medicine obtains grant funding from NIH; Yo San University of Traditional Chinese Medicine Announces New President; Kentucky Gets Licensed; PCOM Receives Approval from WASC to Offer FPD.
Shared Mechanisms Between Computer-Assisted Mechanical Adjusting and Contemporary Acupuncture?
Can contemporary acupuncture provide clues to the mechanisms responsible for pain relief provided by computer-assisted mechanical adjusting instruments, and clarify whether certain mechanical frequency combinations are superior to others for modulation of acute peripheral pain?
Changes in Herbal Medicines from Ancient Times to the Present
The classical literature of Chinese medicine remains highly relevant in the modern era, as many of the basic theories and herbal combinations emphasized in clinical practice were first established in texts that are nearly 2000 years old.
Wellness: A New Buzzword at the Aging in America Conference
Aging in America is "the nation's largest gathering of a diverse, multidisciplinary community of professionals in healthcare, social service, government, business and philanthropy with expertise in providing services and products for older adults."
News in Brief
D'Youville Vet Program Gets High Praise; A Moment of Silence for Dr. Paul Reginald ("Reg") Hug.
Vibrational Medicine: Frequency Micro-Current and Color Acupuncture
Vibrational medicine involves the application of various forms of energy frequencies to the body for pain relief, healing and rejuvenation. Vibrational medicine will become a major growing trend in our medical systems for the following reasons:
We Get Letters & E-Mail
Imagine What More Could Be Achieved With Your Support; A Lesson in Hygiene: What Do You Do in Your Office? Open Letter to the Profession.
The Search for the Origin of the Wiggle Technique
When Bob had adjusted me previously, most of the time I knew what he was doing. But this time, he had me lie on the treatment table in the usual side-posture position, and he "wiggled" my sacroiliac with the fingers of both hands, while stabilizing my pelvis with his forearm.
Employers Need Chiropractic First and Sooner
From the Journal of Occupational and Environmental Medicine comes a study that gives excellent direction to employers (and insurers) regarding the management of low back problems (LBP).
Low Melatonin Linked to Risk of Advanced Prostate Cancer
Epidemiological and experimental studies suggest the hormone melatonin, which plays a role in regulating the sleep-wake cycle, may play a role in the development of prostate cancer, as lower melatonin levels have been associated with an increased risk of prostate (and breast) cancer.
Don't Trust What a Patient Says
When a patient presents to the office for care, they typically have a specific complaint in mind – lower back pain, whiplash, sinus congestion, sciatica, etc.
Working With The Yuan-Source Level: Resonance and the Extraordinary Vessels
How do we stay fresh with our medicine? As healers, how do we balance our medical selves with creative artistry? Chinese Medicine is not a fixed dogmatic entity, but a living system, reliant on a mysterious force called "resonance."
Replenishing and Restoring Jing
I learned an important principle from my great Taoist Master Sun Hak. He taught me that all people "leak" Jing, and that we can mitigate or stop this leaking, and as a result strengthen our life force, develop enhanced adaptability and lengthen our life.
Halt Allergies With Moxibustion Therapy
An allergy is an immune system disorder in which the body is hypersensitive to normally harmless substances in the environment.
Medial Knee Pain: 11 Potential Causes (and Corrections)
We have all seen patients with medial knee pain that either has no traumatic origin or lasts well beyond when it should be resolved. How can we help these patients? Here is an overview of clinical scenarios and how we can provide conservative care.
Medical Qigong for the Heart: Part I
According to the Center for Disease Control and Prevention, heart disease is the leading cause of death in the United States, affecting people of all ages and backgrounds. Coronary heart disease, in just the United States alone, costs close to 109 billion dollars a year.
Deciphering the New CMS-1500 Claim Form
Q: I am confused about how and when to use the new 1500 form, particularly block 14 and block 15. What is required and how do I properly fill out these fields? And do I actually have to use this new form or may I continue using the old version?
The Importance of Knowing Mainstream Lingo
There is a secret lingo within mainstream medicine of which the vast majority of acupuncturists and Chinese medical professionals are unaware.
The Boston Benevolent Chiropractic Clinic: Standing Up for the Needy
Our chiropractic assistant, Bridget, greeted an arriving patient at the Emmanuel Church in downtown Boston. She said, "Hi, Michael, good to see you. It's been awhile. Have a seat and Dr. Ken will see you soon."
August, 2012, Vol. 12, Issue 08
Raise Your Rates and Get More Loyalty From Your Clients
By Irene Diamond, RT
Many experienced therapists are charging the same rates for their services that they've charged since they started their practice. Usually the reason they don't (or won't) increase their rates is not because they don't feel they are worth more, especially after a few years in practice and taking more continuing education,but rather because they are afraid their clients won't pay a higher rate.If you're in need of more business and want to charge higher rates for your services (doesn't everyone?), but are not sure how best to do it, you don't need to be afraid anymore even in this economy. There is a way to increase your income for every session plus get more clients in your door, all while providing excellent customer service.
I have a concept I share with my high-level coaching clients, called "Serve & Sell." The basic premise of "Serve & Sell" is the higher the level of service you provide to your clients, the more you will actually sell of your services. It is simple to raise you rates, but you must do it in a pro-active, client-focused manner. You can't just spring a new rate on them when they walk in the door. You can serve your clients at a higher level, and if done well, you can use it to gain a higher level of loyalty by honoring your current clients with a way to continue paying your lower rates. Here are my six steps to help you raise your rate and retain and regenerate clients.
Decide the exact date your new rate will go into effect for existing and past clients.
Decide what your new rate(s) will be. I usually suggest you base your new rate on the true value you believe you provide to your clients. Think about a rate you feel you are worth AND what I call the OMGTWSWI, which is the rate that the client pays for your service and still walks away saying, "Oh my gosh, that was so worth it!"
Send all inactive and active clients a fun, up-beat letter or newsletter by postal mail. E-mail is too easy to miss and doesn't have the same level of importance attached to it. In your letter explain that your service rates will be increasing on (the date you picked), and also advise them what your new rates will be. Now here is the crucial part: You must justify your new rates in your letter but be careful with how you do it. The hard truth is no one cares about the fact that your rent has increased, your insurance costs have soared and your roommate bailed on you so now you are stuck covering all the expenses yourself. Instead of focusing on the financial elements of your practice that only affect you, explain all the benefits they will get from a session with you now. Remember, they care about what will benefit them and their experience with you. If you can show them what's in it for them and how they can receive a higher level of service from you, they will accept paying a higher rate. They must see you are now providing them more value for higher bucks.
Some examples of benefits you could mention to justify price if they apply: you've acquired X more years of experience; taken X hours of classes and higher education courses; mentored with a specific expert, trainer or educator; purchased a new piece of equipment;re-decorated your therapy space; added on or built-out new areas of your facility; added more staff; added longer hours or weekend appointments; added additional service; or invested in higher levels of infrastructure to support your business like online booking, accepting credit cards, etc.
In the newsletter, give them the opportunity to lock in your current lower rates if they would like, by pre-paying for as many sessions as they would like, at your current rate.
They must make their pre-payment by a date you pick prior to your rate-change date. Give them at least five days from the date they will receive the mailing to make their pre-payment.
Determine what their redeem-by date will be so they know they must redeem their sessions by that date or their prepayment simply becomes a credit on their account rather than a guarantee of a number of sessions. You decide each client's redeem-by date based on the number of sessions they pre-purchase and most importantly, based on the frequency of visits you determine is best for them. For example: Mary only needs to see you once a month for maintenance sessions, so if she pre-pays for six sessions, she needs to redeem them within six months. But, Sam sees you once a week, so if he prepays for six sessions, he will have a six-week redeem-by date. Once their pre-paid sessions are all redeemed, they understand they will then pay your current rate at that time. The understanding is that they themselves have complete control over how long they can continue to see you at your lower rates based on the number of sessions they lock in. Be very clear, though, on when all their sessions must be redeemed or you risk having a client come in years later and you must then honor your old rate.
Start quoting your higher rates immediately for new clients. See how it feels to say it, and see how they respond to it. Be sure to say it with confidence, rather than stumble over it. If you get a ton of push-back, you might have shot too high, but in most cases you will find there is no resistance to your higher rate and actually I've seen most therapists kick themselves for not raising their rates sooner. This system is a win-win! You get a nice cash advance and a guarantee those pre-paid clients will continue to come back and see you. And they are thrilled because they get your lower rates locked in for as long as they want.
Prior to sending the newsletter, make a quick phone call to each of your past clients. Simply let them know you are going to be mailing them your new newsletter which will include a special gift. Verify that their mailing information is current and confirm they would like to receive it from you. This helps you clean up the addresses before mailing so you save on postage returns and more importantly, it peaks their interest and they look forward to receiving your gift. Sometimes, just making the phone call will result in a new appointment or a gift certificate sale right there and then.
Your special gift to them should be simple. Choose one from these ideas or make up your own special gift:
Keep in mind, even if your past clients don't come back in right away or respond to your offer, you have accomplished three important business growth elements:
Irene Diamond, RT, is the founder of the rehabilitation technique, Active Myofascial Therapy ~ The Diamond Method and creator of Successful Massage Therapist.org, the world-wide online resource for massage therapists. Irene is honored to be inducted into the Massage World Hall of Fame in 2013 for recognition of www.theDiamondMethod.com and www.SuccessfulMassageTherapist. Irene's next Active Myofascial Therapy seminar will be held August 2012 and therapists can register at http://TheDiamondMethod.com/Learn-AMT/Certification. You can also find tips from Irene by visiting the Women In Business Blog at www.massagetoday.com/wibb/.
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