Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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Fish Oil: A Key Component to Positive Clinical Outcomes
Patients seem to be presenting with more complex problems, and many are responding to care more slowly or have completely unexpected results. Why?
Data: The New Frontier in Health Care
Your practice is empowered with the data you need to improve patient health, run a more efficient (read: profitable) practice, get paid in timely fashion and help show the efficacy of chiropractic on the national stage in the midst of sweeping changes in health care!
An Unexpected Superfood: All About Eggs
About 40 years ago, excessive dietary cholesterol was labeled a public health concern. Specifically, it was thought that there was a causal link between consumption of cholesterol-laden foods and increased risk of heart disease.
Peaching to the Choir: How to Extend Our Reach Beyond the CAM Community
Professional conferences offer unique opportunities to network, be exposed to cutting-edge innovators, share your interests and work, and be inspired.
Lower-Extremity Overuse Injuries: Primer on Causes and Corrections
From ankle sprains to stress fractures, shin splints to plantar fasciitis, the research is clear: These common overuse injuries of the lower extremities – among dozens of others – may be related to abnormal foot function in your patients.
ASA Ready to Impact Profession
The American Society of Acupuncturists (ASA) is a 501(c)6 (pending), not-for-profit collaboration among state based, acupuncturist professional associations.
What to do When Today Sucks
Have you ever had one of those days when nothing went the way it should have? The patient with migraines got worse instead of better from a treatment similar to one you've effectively used on him before.
News in Brief
Support of F4CP Continues With Latest Donations; Walter Reed Honors Dr. William Morgan; Recognizing 40 Years of Public-Health Activism; Allstate Decision Reversed.
Technology Meets Practice: Chiropractic Every Day
About a year ago, I had an interesting conversation with a DC who made house calls. When I asked why, she was quick to explain she learns much more about her patients when she sees them at home than she could ever observe in the office.
Treat Every Patient as an Athlete
Frontal-plane movement pattern dysfunction can set the stage for musculoskeletal injury. Frontal-plane stabilization is essential during the normal activities of daily living: think single-leg stance and gait cycle.
Aetna Updates 97140 Policy
In a development the Association of New Jersey Chiropractors is calling "a resounding victory for chiropractors nationwide," Aetna Insurance Company has updated its national reimbursement policy regarding 97140 (manual therapy), reaching an agreement two years after the association filed a declaratory judgment suit in federal court against the insurer.
Patient Retention Techniques
When talking about techniques to grow your business, we tend to focus on the "large" aspect of the patient base, that is, on strategies to attract new patients. However, it is important to remember that "loyal" is equally, if not more, important.
Treating LBP in Golfers: Beyond Basic Assessment
The drive to master the most efficient swing demands a tremendous amount from the lower back. Maintaining stability in a flexed posture, supporting torso rotation and repetitively supporting the golf swing all put the lower back in a vulnerable position.
It's Time to Wake Up
It is time for this profession to wake up and tell someone about the healing benefits of acupuncture. This is the time for Asian Medicine. Its popularity, growth and unusual acceptance is nothing short of amazing.
Exercise Recommendations for Healthy Aging
Aging is inevitable, but how you age is not. Common physical signs of aging include decreased muscle mass, decreased muscular power, increased body fat, and decreased aerobic (lung) capacity.
Acupuncture Treatment of Trauma in the Canine
From 1972 until 1976, John Ottaviano and I were treating dogs at five different veterinary clinics in the Los Angeles county area. Usually, we were at a clinic for seven to eight hours.
Making Public Health a Chiropractic Priority
As highlighted in this edition's News in Brief, Rand Baird, DC, MPH, FICA, FICC, editor and occasional author of our long-running column, "Chiropractic in the American Public Health Association", was recognized by the organization recently for 40 years of membership.
Relationship Marketing: A Modern Approach
Remember when you used to get real letters in the mail? Not the automated type, but the real deal, hand written with a personal message just because someone was thinking about you? You know what I'm talking about.
Learning the Transformative Language of the Channel System: The Sinew Channels
The Chinese medical classics describe the energetic terrain of the body in much detail. The acupuncture channel systems, as presented in the Ling Shu illustrate the various expressions our qi energy can take.
Healing Trauma: Cultivating Resilience and Presence Through Mindfulness, Part 1
All humans, by the very nature of being human, will experience moments of trauma and suffering. What, then, makes the difference in how the individual who experiences trauma, suffering, and spiritual loss reacts to such experiences?
Integrative Sports Medicine
One of the most rewarding and challenging clinical scenarios is the treatment of athletes.
The Ethics of Herbal Prescribing
While teaching ethics classes, I often encounter licensed acupuncturists who are surprised that our use of herbs and supplements has a specific section in the material. It is often an aspect within ethics that clinicians don't think of in practice.
Online Marketing Basics: Website Creation
The various online marketing options make it a challenge, especially when all you want to do is help your patients feel better. With such a broad topic, I'm going to share some basics you should know about website creation.
Teaching Qi Gong to Children
Many of us have come to embrace Qi Gong or Tai Chi practice as a regular part of our lives. Qi Gong has been a stabilizing factor in my life for the last twenty years.
A War You Can Help Patients Win
The average American consumes approximately 60 percent of calories from sugar, flour and refined oils. A donut is a good example of a so-called "food" that represents these calorie sources.
Healing the Core: AWB Nepal Earthquake Relief Project
With almost 9,000 people killed during the earthquakes in April and May, another 23,000 suffering injuries, hundreds of thousands left homeless when entire villages collapsed, and many sacred sites destroyed, no one in this country of approximately 28 million has been left untouched by the disaster.
May, 2013, Vol. 13, Issue 05
The ABC's of Meeting with Physicians
By David Kent, LMT, NCTMB
Have you decided it is time to market your practice to physicians? It is inspiring to know that many physicians see fifteen or more patients a day and some practices have two or more doctors on staff.Depending on the doctor's specialty, a high percentage of their patient's pain could benefit from your treatments. Just one physician referring new patients on a regular basis will quickly build your practice. So, how will you meet the doctors in your area? What sets your practice apart from the competition? How will you explain the type of patients the doctors should consider referring to you?
Since 1992 I have been meeting with physicians and asking for patient referrals. This article is the first of a three part series with insights that will help you avoid stress, save time, energy and money while marketing to physicians. Learn how to prepare and schedule the meeting, focus on the meeting and the use of educational tools and provide tips for future follow-up.
Attaining and sustaining a successful practice requires you have systems in place to efficiently market and handle the increased business as you grow. The saying, "you never have a second chance to make a good first impression," is important to keep in mind when marketing to physicians. From the beginning, I have modeled the successful techniques of other professionals, like pharmaceutical and medical equipment representatives, because they have proven methods for scheduling and "closing the deal" during those meetings.
Each of these groups shares common similarities in their approach that you can emulate. For example, they dress in business attire, utilize visual aids to educate the doctor and clinical staff and they answer questions clearly, precisely and with confidence. Leave support materials and samples. Handout business cards with your name, phone, e-mail address and website. Don't forget to schedule a follow-up meeting.
Take a little time to do research online, in phone books, directories, and local news publications. List the doctor's name, location, specialty, etc. Print out photos of the doctor and staff to review before entering their office.
You will collect the most accurate data going into the field by performing the research yourself. Frequently, clinics relocate, doctors retire and other practices add new doctors, physician assistants and nurse practitioners to handle demand. The only way to locate all the doctors in your community is to hit the streets, look, listen and learn.
"If you fail to plan, you are planning to fail." So, what are your specific goals and the steps necessary to achieve them? By what date will you: have compiled a list of doctors? Determined what you are wearing, bringing and saying? Go out and start making cold calls?
One of the best ways to build a solid foundation that leads to a long-term relationship is by taking the time and energy to make in-person cold calls. Most people dislike or, more accurately, are afraid of making in-person cold calls. Some even feel the process is undignified. Think of the in-person cold calling process as a learning adventure. You get to see new places and meet interesting people while marketing your practice. The bottom line is your odds of scheduling a meeting increases significantly when you walk through the door and stand face-to-face with the person that schedules the doctor. The goal is to meet the person who controls access to the doctor.
Smile while approaching the reception window, introduce yourself and tell them why you are there. For example: "Hello, I'm David with Kent Health Systems, whom must I speak with today to schedule a one minute meeting with the doctor to introduce myself, let them know of my services and answer any questions?"
Remember you are making a cold call and need to be flexible. Depending on the situation you will be: scheduled for a pre-screening meeting with the office manager or head nurse, told to leave your card and materials, scheduled for a future appointment with the doctor or told to have a seat and the doctor will see you in a few minutes.
The doctor and clinical staff will often ask the following: where are you located; what type of patients do you accept; does Medicare and insurance cover your services; how much does a treatment cost; what is done during a treatment; how often does a patient need to be treated; Where did you train and how long have you been practicing; and how do we refer patients?
The next article in this series will focus on the details of the meeting. In the meantime, do the research, compile your list, set your goals and get ready for growth.
Click here for more information about David Kent, LMT, NCTMB.
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