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Acupuncture and Homeopathy: Bioenergetic Brothers
Acupuncture and homeopathy share an important healing principle: bioenergetics. "Bio" means "life," so bioenergetics is literally "life energy."
Unlevel Pelvis in the High-School Athlete: Exploring Causes and Effects
The unlevel pelvis is all too common in the high-school athlete and if not detected, will likely cause a lifetime of musculoskeletal issues. Any provider who doesn't look for this common finding is missing critical information.
Cell Health (Part 2)
Dr. Barsten, your book is about restoring "cell vitality." Can you briefly define the term? Cell vitality is more than the mere absence of symptoms or pathology, but optimum structural, physiological and energetic health.
Put the Social Back Into Social Media
Social media is more than a passing fad, it is definitely here to stay. Social media apps and channels of distribution may evolve, but the concept of social media is now big business and a part of all our lives.
Leaving Footprints on Capitol Hill: Tribute to Dr. Kenneth Luedtke (1930-2014)
It was with great sadness that I heard of the passing of Dr. Ken Luedtke.
Reflections: The Art of Teaching Asian Medicine
Over the past three decades, my global workshops have been translated into German, Swiss German, French, Romansch, Spanish, Lithuanian and Xhosa. Time to offer you new teachers a few tips!
The Conscious Evolution of Healing, Part 2
The idea of transmission is very important in the Chinese medical classics. According to author Claude Larre, the ancient Chinese were highly interested in the connection between things. Nothing was looked at as an isolated entity.
Case Histories from Bali: Treating Balinese Chidren with TCB and Shonishin
When I moved to the island of Bali in 2005, I offered my services in Bumi Sehat, which means Healthy Mother Earth, a free birthing center for poor and disadvantaged local women located in Ubud.
Old TCM Sayings: Treat the Front to Treat the Back
Chinese medicine college was, and always will be, a memorable time. It was a time of massive personal and professional growth.
Mind-Body in Motion
A central goal of low back pain treatment involves the correction of dysfunctional movement patterns believed to be responsible for spinal overload.
Let's Speak With One Voice in 2015
For the longest time, the chiropractic profession has attempted to achieve some form of unity. On a political level, this was characterized by an ultimately unsuccessful two-year merger effort between ACA and ICA leadership from 1986-1988.
Neuroscience: Where Western Medicine and Chinese Medicine Can Come Together
The recent advances in neuroscience are truly incredible. With this expansion of scientific knowledge, I would like to see even more research into the neuroscientific basic of acupuncture and Chinese Medicine.
Are You Really a Healthy Eater?
I always giggle a little bit (to myself) when someone comes into my office and informs me that they are a healthy eater. What exactly does that mean? Does that mean they eat sugar in moderation? And what's that, exactly?
News in Brief
An Encouraging Sign at Palmer; NBCE Announces Retirement of Longtime Director of Testing.
The Top Seven Website Mistakes Clinics Make
The majority of acupuncture clinics finally have a website for their business. Having a website is crucial for being found online through Google, Facebook and review sites like Yelp.
Help Your Parents Stay Engaged
As much as parents may wish it were so, children do not come with an instruction manual. There's no "how to" that can be followed and no two children are alike, so what works with one generally won't work with the next.
Connecting the Dots
In 2002, I published a book on patient examination procedures that included information on the procedural coding of the recommended examinations. The book should have been published in 2000, but I had trouble finding a publisher. Why?
It's Time to Create a Strong Acupuncture Footprint
Footprints in the sand. Footprints in the snow. Where do these footprints go? Some are big, some are small, but footprints are made by all.
Finding Balance in the Clinic
This past December, I celebrated 11 years in practice. I seriously don't know where the time went. I feel beyond blessed and grateful to be practicing our profound and beautiful medicine and to be helping guide my patients restore a state of optimal health.
The CDC came out with a report in March 2013 that suggests 1 in 50 children will be diagnosed somewhere on the autism spectrum – significantly higher than the 1 in 86 figure that came out in 2007. What does this mean moving forward, particularly for children?
It might have been a miserable start to the day in the heart of downtown San Diego. A heavy rain had soaked the large homeless population congregating near the intersection of Third Avenue and Ash Street as they waited for a free breakfast to be served at the First Lutheran Church on the corner.
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.
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