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AOMA Strengthens Leadership Team
AOMA Graduate School of Integrative Medicine, a leading college of acupuncture & herbal medicine, announced the appointment of Donna LaPoint Hurta, MBA as the new VP of Finance & Operations this Fall.
The Wonders of Light Therapy: An Interview with Wes Burwell
I first met Wes Burwell in 2011 when he was teaching a class on light. Since then, every time I hear him speak, his understanding of the benefits, function and capacity of light has evolved.
Managing Today's Fertility Patient
I recently received an email from one of my fertility patients: "Got my lab results back. FSH is 11, AMH is 0.7. My doctor said these numbers aren't good. I guess I'm infertile. Just as a thought. Just set up an appointment to speak with an adoption agency."
Managing Patient Expectations About Acupuncture
Last year, I attended the Pacific Symposium in San Diego for the first time in six or seven years. It was the 25th anniversary of this event, and on one evening there was a panel discussion with the title; "What is Qi?."
Essential Orthopedic Testing: Tests That Involve Standing on One Leg
Since these tests have a common mechanism of performance (standing on one leg), there are differential diagnostic concerns during testing. The tests cannot be completely isolated from each other for performance.
Sports Science: What's in That Drink?
Athletes frequently ask me what the best liquid is to drink during exercise – water or a sports drink? Water provides the necessary hydration, but unfortunately, it lacks the key nutrients to aid in performance and recovery.
Dr. George Goodman and His Legacy to Logan University
Those who knew him called him a revered leader, a visionary and one of chiropractic's biggest advocates. George A. Goodman, DC, Logan University's sixth and longest-serving president, passed away on Sept. 9. He was 70 years old.
Chiropractic Research in Review
Predicting Pain With Disability in Office Workers; Traction Approaches for Discogenic Cervical Radiculopathy; Intra-Articular Gas Bubbles Following Manipulation; Nonresponsive Chronic Ankle Sprains: Think Tendon Rupture.
Commingling Money: 12 Questions for the ACA About the CHAMP / NCLAF Merger
The American Chiropractic Association recently announced it was merging the National Chiropractic Legal Action Fund and the Chiropractic Health Advocacy and Mobilization Project into a single entity that will support both legal and legislative actions.
Pulse Diagnosis: What We Know
I am still finding pearls of wisdom from the books and papers that I inherited from my pulse diagnosis mentor Jim Ramholz.
A Commonly Missed Spinal Fixation: The Upper Lumbar Spine (Part 2)
As mentioned in part 1, using a flexion-distraction table is a great way to unlock this particular fixation. You have found the stuck segment. You have determined whether it is unilateral, midline or bilateral.
The Case for Immunization
As long as I have been a chiropractor, I have seen many in this profession oppose vaccinations. Indeed, it has often been taken as a "given" that to be a principled chiropractor requires a curmudgeon's willingness to hold aloft that banner of opposition.
The Tao of Gender
If you think gender is as simple as having a new client check off the "male" or "female" box on your intake form, we hope this article will expand your understanding and thus the reach of your health care.
Simple Ways To Find True Happiness
Patients in our clinics are always seeking happiness. As their health advocate, we need to ensure we inform them that in order to find happiness, they have to make sure to identify what makes them happy in the first place.
Jingei Diagnosis: An Effective and Powerful Diagnostic
I graduated from the Kotatama Institute under the direction of Drs. Masahilo and Katsuharu Nakazono in 1984. As a student, I was exposed to the practice of most of the various theories and modalites of Oriental Medicine.
Healing With TCM at San Quentin State Prison
For the prisoners at San Quentin State Prison, life-sentences are the reality of every day life. It is not often that prisoners get the opportunity to use alternative medicine to deal with common ailments they encounter behind bars such as, depression, anxiety and pain.
CMT & Stroke Risk: Myth vs. Fact
By now, most of you have probably heard that the American Heart Association recently published a statement regarding the association between cervical dissection (CD) and cervical manipulative therapy (CMT).
Communication 101: Please Explain Yourself!
Twice this past week, I overheard conversations about chiropractic. As you can imagine, it is a topic my ears naturally pick up. In both cases, a patient was talking to a friend about their experience with a chiropractor.
Lime Jello on Morphine
Taste is in the eyes... actually the mouth... of the beholder. My food preferences have changed, lightening from the food of my youth. My parents loved heavy eastern European cuisine and I loved it as a child. Now I enjoy leaner, healthier whole foods.
Correcting Pelvic Rotation Around the Long Axis: Adjustment Protocol
The pelvis can be considered a ring that can misalign on the sacrum rotating around the long axis. The following is a description of an adjustment that helps to correct sacroiliac rotation around the long axis.
Uncle Sam Needs You (Part 2)
Where chiropractic care has been used in the military health services, it has been deemed very successful.
The Heart Protector
On the physical level, the Pericardium is a double-layered sac of fibrous tissue that envelops the Heart. The space between the layers is filled with serous fluid that protects the Heart from external shock or trauma and lubricates to allow for normal Heart movement.
October, 2012, Vol. 12, Issue 10
The 7-Step Protocol That Gets New CranioSacral Clients Calling You
By Sharon Desjarlais, CC
One of the big myths passed down to CranioSacral therapists by well-meaning mentors is this: "You don't need to market your practice. Just do good work and new clients will find you." That may have been sage advice long before technology put thousands of therapists at virtually everyone's fingertips. But today, doing even great work isn't enough to ensure a thriving practice.
The solution? Use a high-tech and high-touch 7-step protocol that naturally attracts new clients. It takes a bit of effort to put each part in place. But once you do, you'll have an effective client-attraction system that takes the pain out of marketing your practice.
Step 1: Your Perfect Client
As a therapist in the "school of service," you might think it's your responsibility to make your hands available to anyone who needs them. But if you're willing to get real, you'll also admit there are certain types of people who bring out your best work. And others who consistently leave you frustrated and drained.
Just like touch therapy isn't for everyone, you're not the perfect match for every potential client. When you get crystal clear on the characteristics of the people who do make perfect clients, you can figure out where to find them and recognize them when you do.
Start by calling to mind those clients you most enjoyed over the last few years. People you had a deep connection with. People who left you with more energy at the end of every session. Then jot down all the characteristics those clients had in common. Maybe they were in the same age range. Maybe they were mainly men, women or children. Or maybe they enjoyed the same sports. Continue noting every common link you can find. Then, put them all together and you'll have a profile of your ideal client.
A few years ago I had lunch with a practitioner who had just completed a CranioSacral course for pediatrics. "How did you like it?" I asked. "It was great," she said. "Now I know for sure that I never want to put my hands on a child again!" Turns out that toddlers aren't her perfect clients. So she happily refers them to another practitioner in town, who repays the favor by referring other clients in return.
Step 2: Draft Your Message
If you think marketing means telling people all about you, think again. Fundamentally, it's about making a heartfelt connection that leads to a client relationship. And that relationship, even in the prospect stage, is all about your client.
So, what's the transformation your perfect clients want from your work? What's their big before-and-after? To begin drafting your transformational marketing message, look back at your perfect clients. Then notice, what are the top three symptoms, conditions and challenges that motivate them to call you? What specific issues are they struggling with that your hands-on care can help resolve? And what are the biggest benefits they get out of working with you?
When you create a marketing message that paints a picture of what's possible on the other side of your client's healing journey, they'll be inspired to picture themselves in the scene. And they'll see you taking them there.
Step 3: Create a Web Page
Once you've sketched out your transformational marketing message, one of the most powerful places you can feature it is on the International Association of Healthcare Practitioners (IAHP) website at iahp.com.
The IAHP is affiliated with The Upledger Institute (UI), a company that's invested millions in educating the public about the value of CranioSacral therapy. That's why people all over the planet contact them looking for therapists.
If your profile is featured on the IAHP website, your name pops up whenever someone searches for a CranioSacral Therapist in your zip code. And that's good news for you, because the people searching there don't need to be convinced to have a cranial session. They've either had one before, know someone who has, or they've learned about it in the news. Which means you're getting calls from pre-qualified candidates. Without having to do any of the extra work to get them there.
Step 4: Your Message Down in a Sound Bite
Where the transformational marketing message is the whole enchilada, a sound bite should be just enough to give someone a taste of what you do in 30 seconds or less. You'll use it to answer that age-old question, "What do you do?"
To make your sound bite extra appealing, include who you help, what they are struggling with, and what they get out of working with you. For instance, "I help people recovering from car accidents or injuries get out of pain faster and back on their feet in less time than with traditional methods alone." This way, anyone listening can instantly tell if they are a potential client for you, or if they know someone else who is.
Step 5: Meeting Your Perfect Clients
In the cranial world, we say you should always "meet your clients where they're at." That same principle is at play when you're networking to attract new clients. You only want to go to those places your perfect client is already hanging out. Otherwise, it doesn't matter how much networking you do. You'll still end up with no new clients. Or worse, someone who's a bad match for you.
How do you find out where to go? Check in with your current clients. (But only the ones you love, please!) Ask them what clubs they belong to, what type of community events they enjoy. Where they like to hang out on the weekends. Even where they like to shop. One therapist I know has met more than one perfect client at Whole Foods between the salt and the chocolate.
Step 6: Lead Them to Your Web Page
Once you connect with a potential client in person, it may seem counter intuitive to follow up with them through the mail. When someone's standing right there, it's easier to schedule a phone call, right?
When you meet someone who tries to get you into a phone call or worse, coffee or lunch, how do you feel? Probably put on the spot. That's not the sentiment you want potential clients to associate with you. Instead, you want to leave them with a sense of ease and optimism.
So, when you meet someone genuinely interested in your work, offer to pop some information in the mail. That puts all the opportunity into your hands. Because when they receive your note of appreciation with a brochure or article about your work, they're either at home or their office. Where they can sit right down at their computer and find your web page fast.
Step 7: Reassure Them
Now that your perfect client is on your web page learning more about you, the next step is to get them onto your table, right? No, it's still too soon. Like any touch therapy, cranial work is an intimate experience to many people. By inviting them to a complimentary phone consult before you offer your services, you're giving them the gift of hearing your voice, feeling your energy and reassuring them that you're the perfect CranioSacral therapist for them.
Click here for more information about Sharon Desjarlais, CC.
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