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Coding for the Subluxation: ICD-9 vs. ICD-10
When I attended chiropractic school, I was taught that chiropractors approach health care differently than the traditional medical establishment.
Knee Pain From the Kinetic Chain
As practitioners of manual medicine, chiropractors often treat patients suffering from knee pain.
Are You a Bad Chiropractic Patient?
My father was a great DC. In fact, as you might expect, he was the doctor of chiropractic I measured all other doctors against. Sadly, he died at age 61 when I was in my early 30s.
Physical Exam 101: The Hands
I am sure you are familiar with the old adage: "When the only tool in your toolbox is a hammer, everything starts to look like a nail."
Curbing Label Overwhelm
For the average consumer, reading a food package can be overwhelming: natural, organic, non-GMO, gluten free, free range ... you get the picture.
Immunizations by Colorado DCs: Really?
You probably didn't hear about it, but back on Nov. 21, 2013, the Board of Directors of the Colorado Chiropractic Association (CCA) adopted "immunization authority" for Colorado DCs as its No. 2 legislative goal.
Remembering Clarence Gonstead and 50 Years of the Gonstead Clinic
Dr. Clarence Selmer Gonstead (1898-1978) took chiropractic practice from back-alley bone setting to an understandable biomechanical science. His life was dedicated to clinical competency.
A History Worth Telling
The popularity and the use of acupuncture for the treatment of animals in the United States is at its peak.
New Medical Technologies You Need to Know
We're all familiar with how fast computers become obsolete, as well as the rapid pace of development in the field of cell phone technology. The latest smart phones are far more powerful than desktop computers were only a few years ago.
Medical Qigong for the Heart: Part III
Part 1 and Part II of this series focused on the physical aspect of the Heart and mental emotional aspects of the Heart respectively. Now, I would like to focus on the spiritual aspect of the Heart.
By the Numbers: 3 Common Financial Mistakes With Major Consequences
Warren Buffett is on record for sharing the hidden art of becoming wealthy and making it simple enough for anyone to grasp.
Why You Should Include the Single-Leg Stance Test in Every Patient Assessment
The single-leg stance (SLS) test, also known as the single-limb stance test, unipedal stance test or one-legged stance / balance test, is often used in the geriatric population to assess static postural and balance control.
The Science of Stretching
In 1986, Rob DeCastella set a course record by running the Boston Marathon in 2:07:51, just 39 seconds off the world record.
A Guide for Talking to Doctors about Acupuncture and Brain Chemistry
Before I begin any discussion of how to talk about the effects of acupuncture on brain chemistry, nervous and endocrine function, it is essential to understand just what physicians most need help with.
Vaccines and Chiropractic: Evidence-Based Medicine or Medical Dogma?
Right or wrong, the chiropractic profession has historically been against vaccinations. However, a growing trend within the profession is seeking to reverse this position.
Building From the Bottom Up
I caught up with my dear friend Honora Wolfe, in her Colorado painting studio where, if she is not praying in Bhutan or doing charitable work in a Nepali free clinic, she spends most of her time now.
Peer Points: Always Seeking To Grow
Ellen "Kiki" Geary has spent the last decade honing her craft. As a specialist in integrative holistic care, she went straight from completing her master's degree in acupuncture and chinese herbal medicine from Bastyr University to building a successful and thriving practice in the small community of Anacortes, Washington.
Fibromyalgia: Put the Pain in Its Place
While some fibromyalgia patients respond favorably to regular chiropractic care, others experience minimal relief. Unfortunately, many of these patients must rely on pharmacological management to relieve their constant pain.
A Chinese Medicine Story: An Interview with Mazin Al-Khafaji
Mazin Al-Khafaji's work has interested me for years. In February 2014, we invited him for the second time to speak at the Southwest Symposium in Austin, Texas.
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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