resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
History of Animal Acupuncture: Part II
In Part I of this article, I had gone back to 1969 and tried to describe the atmosphere and events of that year that engulfed many of the younger generation, some who were all the core members of the National Acupuncture Association.
The Truth About Herbs
I appreciate the effort and research put into the article written in the June issue of Acupuncture Today regarding pesticides and Chinese herbs.
The Science Behind Happiness
Are you happy right now? Whether yes or no, there are a myriad of reasons why you feel that way. A whole academic discipline has developed to find out what causes or obstructs happiness, and how to amplify it.
Improving Our Political Effectiveness
The November 2014 elections are right around the corner; members of Congress, governors and state legislators are all running. Now is a good time to talk frankly about our overall political involvement.
News in Brief
NBCE Launches Computer-Based Testing Era; California Chiropractors Get Expanded DOT Exam Privileges; New Jeff Hays Documentary.
A Commonly Missed Spinal Fixation: The Upper Lumbar Spine (Part 1)
When we think of lower back pain, we tend to think in terms of the lower lumbar spine and the SI joint. These joints and their discs are obviously important. However, we tend to miss fixations that occur just above – in the upper lumbar spine. Three questions come to mind: 1) Why is the upper lumbar spine so important? 2) Why do we miss the fixations here? 3) How can we adjust them?
Rethinking GMO: Less Panic, More Context
Some of you may have noticed that after writing parts 1 and 2 of “Genetic Modification of Organisms for Human Consumption” a while back [Nov. 15, 2013 and Jan. 1, 2014 issues], part 3 never appeared.
Get Ready For AOM Day
This year, AOM Day 2014 falls on Friday, (October 24th). This is a great opportunity to make your AOM Day celebration or event even bigger by extending it throughout the weekend!
The Spirit of the Point
After receiving a large amount of positive feedback on my San Zhen Protocols series, I have decided to focus this article on some relevant clinical aspects of acupuncture therapy prior to moving on to San Zhen Protocols III.
Help Secure Our Future by Sharing It
The National Board of Chiropractic Examiners (NBCE) conducts one of the most comprehensive surveys of the U.S. chiropractic profession every 4-5 years.
MPA Media Wins Seven Publishing Awards
MPA Media, publisher of Acupuncture Today, among other titles, has been recognized for editorial and design excellence with an unprecendented seven publishing awards by the ASBPE, the nation's largest organization for business-to-business publications.
Thoracolumbar Syndrome: The Great Mimic
The thoracolumbar junction is a common area of joint dysfunction. The most obvious cause is dysfunctional breathing or lack of diaphragmatic breathing. Treating this breathing problem will ultimately be the long-term cure for the syndrome.
A Healthy Dose of Failure is Vital to Your Success
As an acupuncturist I tend to see people after they have already suffered for years and "tried everything." They are so desperate for some relief that they want to know everything about how to get better, right now.
When Big Pharma Meets Chinese Medicine
Earlier this year, Bayer made a media splash with their decision to buy the Dihon Pharmaceutical Group Co., a Chinese TCM manufacturer.
The Problem With Prolonged Sitting
We need to constantly talk to our patients about spending less time sitting and about what can go wrong with poor sitting postures. The fact is we sit too long in repetitive malpositions.
If You Get a Request for Records, Respond!
In our previous two articles, we discussed two of the main reasons for denial when chiropractic records are reviewed by Medicare contractors.
Let the Patient Tell Their Story
Often when a patient presents with an injury, they want to tell their story. People by nature like to talk about themselves, particularly when they're worried about their health.
Uncle Sam Needs You
Scrutiny into the Department of Veterans Affairs (DVA) continues to grow after efforts to reform the DVA by the former Secretary of Veterans Affairs, Eric Shinseki, were deemed "a stunning period of dysfunction" by Senate Minority Leader Mitch McConnell (R-Ky.).
Medicalization and Mindfulness
The past several years have seen a veritable explosion of research on mindfulness. Research abstracts we've published in each issue of Health Insights Today under the heading "Mind-Body News" have increasingly reported on studies about mindfulness interventions.
Healing Community Trauma in Israel and Palestine
It's the beginning of August and Israel and Hamas have just agreed to a 72-hour ceasefire after a month of brutal fighting. In the last four weeks, 1,830 Palestinians and 67 Israelis have been killed.
Thoughts to Live By
When speaking to your patients about their health make sure to ponder the following points and have them assess if they are making themselves even more sick by the thoughts they have about life. Are these some of the traits and thoughts that your patients might have?
A Glimpse Into China's Top Brain Hospital
The sounds of the city pass through the open window are overwhelming the microphone - car horns, construction machinery - and then there's the family at the adjacent bed talking loudly on cell phones, yet you can still hear the faint beep of our patients monitoring equipment.
August, 2013, Vol. 13, Issue 08
The 7-Step Pricing Strategy for Holistic Programs
By Sharon Desjarlais, CC and Michele McGrew
In our last two columns, we walked you through the steps to create rich holistic programs and private retreats. Ready to take the leap? Fantastic! Now we can guess your next question ... "What in the world do I charge?!"
To set a fee for a single session, you probably checked out what other therapists were charging and then chose a similar rate. But when you offer high-end programs, you're no longer a follower. You're a leader. So those old price comparisons don't work. Instead, try our 7-step strategy for pricing your programs and retreats accurately and with ease.
Step #1: Discover Your Ripples of Impact
Ever wonder what your work is worth? Here's a hint: It doesn't matter which modalities you practice. Or how long it took you to master them. Or even how many certifications you have. The value isn't even what happens in session; it's what happens in your clients' lives as a result of your therapy.
To get a quick peek at your ripples of impact, imagine you're following your favorite client around for a day. Then ask yourself:
The more you trace the healing effects that are flowing through your client's life, the easier it is to uncover the true worth of your work. And to price your programs accordingly.
Step #2: Set a Powerful Positioning Price
Once you get a vivid picture of the impact your therapy has on your client's career, finances and relationships, it's time to set a "positioning price." That's the highest fee you could imagine charging for your particular program.
Notice we didn't say it's the highest fee you'd feel comfortable charging. Because this shouldn't feel comfortable yet. If it does, you're not stretching yourself enough. And you're not stretching your clients, either.
Money is a powerful tool for healing. Instead of holding your clients back so you can stay comfortable with your old fee structure, use your new fees to inspire clients to invest themselves more fully in their own healing process. Ultimately, this is about charging what your clients are worth. Here's an insider's tip: Full-day retreats can easily start at $1,000 to $2,000. And six-month healing programs often start at $4,000 to $6,000.
Step #3: Decide on a Fast-Action Savings
A fast-action savings is the reward you give clients when they make a quick, committed decision to work with you. The amount will vary depending on your positioning price. What won't vary is how long the fast-action savings is available: only 24 to 48 hours. Why so short? Because after 48 hours, old fears and habits kick in. So even if your client wants to invest in your program, their reptilian brain may cry "Run!"
But when you gift them with a juicy savings for taking fast action, you're also rewarding them for making a healthy change in their life. They will still have plenty of time to make a balanced decision. Yet not enough time to talk themselves out of investing in their health and well-being through your services.
Typically, in a program that's priced at about $1,000, a fast-action incentive should be at least $100. Any less and it doesn't feel rewarding enough to take immediate action. For a $4,000 program, a savings of $200 to $300 up to $1,000 could be right, depending on how motivated you are to enroll your first few clients.
And here's a bonus tip: Whatever you do, never call your fast-action savings a "discount." When you discount your services, you also discount yourself in the eyes of your clients.
Step #4: Determine the Deposit
For every program you offer, we recommend charging a non-refundable deposit that's 10% to 20% of the total investment. Why? Because of that old habit called fear we mentioned earlier. No matter how honorable your clients' intentions are, without a deposit they can back out of their commitment to themselves and to you at any time.
Charging a healthy deposit is a healing tool in more ways than one. We've seen it happen time and again. A client pays the deposit and suddenly all kinds of healing starts to happen. It's as if their commitment sends a message to their body that they are ready to make a change. And there's nothing more beautiful than a committed client taking responsibility for their own healing with you as the guide.
Step #5: Break Out the Payment Plan
To make it even easier for clients to say "yes" to your program, we recommend offering two payment options: full-pay and a flexible payment plan. The full-pay plan is actually completed in two steps: First, you get a non-refundable deposit to hold your client's space in the program. Then you set a date before the program begins when the balance is due.
For clients who prefer to pay over time, try our handy Payment-Plan Formula:
The payment plan service charge should be generous enough to cover the extra time it takes you to manage the continual billing. And healthy enough to get your clients to seriously consider your full-pay option. And finally, make sure all the payments are finished before your program ends. This allows you to wrap up the experience on a high note with everything complete.
Step #6: Decide on a Full-Pay Bonus
In addition to giving full-pay clients a financial incentive, reward them even more by offering other bonuses. This can be anything from an extra private session to a hand-selected floral essence, a custom-blended essential oil or a special meditation audio they can download or get on CD.
There's no limit to the variety of bonus incentives you can offer clients who pay in full. But, you will want to limit the number of bonuses. Offering too many can feel desperate and out of balance. Instead, choose a few that you know are beneficial and exciting for your clients to receive.
Step #7: Get Set to Accept Credit Cards
Whew, you're almost finished! This last step of our 7-step pricing strategy is all about making it easier for people to invest with you. Because once you're charging higher rates, your clients are going to want to pay by credit card. So, you need to be ready to accept them.
A PayPal business account is a fine first step, but it's not a smart choice in the long run. It's not considered as professional as processing a credit card through your own merchant account. So when you're ready to add more streams of income to your practice, you'll be set to accept even healthier fees.
Click here for more information about Sharon Desjarlais, CC.
Click here for more information about Michele McGrew.
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.