Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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A Chiropractor's Guide to Yoga
"Doctor, can I continue to do yoga while undergoing your care?" "Is it OK for me to go back to yoga while I'm getting my back treated?" "It is safe to start my yoga classes again after my neck pain improves?"
Fish Oil: A Key Component of 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?
Healing Trauma: Cultivating Resilience and Presence Through Mindfulness, Part 2
In the last issue of Acupuncture Today, the first part of this article introduced the topic of trauma and resilience, and their relationship to the autonomic nervous system response and the concept of the spirit being grounded in the body, and suggested the importance of mindfulness as a tool for healing.
More Chiropractors Required
An intriguing study published in the Journal of the American Board of Family Medicine examines how "chiropractic care affects use of primary care physician (PCP) services."
Surprising Reasons for Orthotic Efficacy
Clinical outcome studies show orthotics are effective in the management of a wide range of injuries, including plantar fasciitis, Achilles tendinitis and patellofemoral pain syndrome.
Improving Communication Between AOM and Biomedical Providers
How comfortable do you feel talking to Western medical providers? If you are like me, you may not feel as comfortable as you would like. Some of my interactions with MD's haven't been the fruitful steps toward integrative medicine for which I had hoped.
Fertility and Poly-Unsaturated Fatty Acids
Starting or expanding one's family is a major milestone. It's something that more and more people seek out health care advice and support for.
Acupuncture Rising: From Acupuncture Anesthesia to Assisted-IVF, Part 1
Acupuncture's cultural and historical roots go back to the emergence of Chinese civilization. For more than 2,000 years, acupuncture needling has been continuously practiced on the largest population in the world.
Patient-Centered Care vs. Payer Restrictions: Your Ethical Obligation
Do you have an ethical obligation to evaluate your patients, make a diagnosis and provide evidence-based, patient-centered health care, irrelevant to the payer restrictions?
Harvard Health References Flawed AHA Position Paper
In its special health report, "Stroke: Diagnosing, Treating, and Recovering From a 'Brain Attack,'" Harvard Health Publications includes information from the American Heart Association's 2014 position statement on cervical manipulation and cervical dissection – a statement the American Chiropractic Association emphasized in a letter to Harvard Health mixes "scientific facts with half-truths."
Dorsiflexion Dysfunction: Evaluation & Manipulation Techniques
Almost every condition from the foot to the hip can be attributed to the inability to dorsiflex the ankle mortice and other joints that participate in dorsiflexion. Let's start by understanding normal versus abnormal dorsiflexion.
Change Lives by Supporting Chiropractic Research: Are You In?
The Palmer Center for Chiropractic Research (PCCR), in celebration of its 20th anniversary, has announced it is spearheading a fund-raising campaign to support chiropractic research.
The Food Conversation: Nutrition and Your Practice
It's morning and your first patient rolls in with a triple espresso steaming in one hand and a frazzled, desperate look in her eye. "You gotta help me, doc, I am constipated unless I drink one of these, and I am exhausted and anxious all the time."
Practice Policy (Gone Bad): The Sign
Every once in a while, you see something and think to yourself, That's a really bad idea. Case in point: I went to see my medical doctor the other day. Just after being "roomed," as they say, the nurse checked my vital signs. Then she left.
Help: A Need at Every Level
One of the great gifts of training in acupuncture is the ability to take good care of oneself. I recently had a bout of frozen shoulder — an inflammatory syndrome which can be debilitatingly painful and take years to resolve.
The Short Leg Dilemma
When evaluating a new patient, it is common to note a relative shortening of one leg to the other. Some patients will even tell you they have one, and then pull out the store-bought heel lift they read about online.
Modernization of Chinese Medicine
Language – written, spoken, signed, or otherwise is learned as a means to express our individualized perceptions about the world around us. Language is designed to communicate our personal experiences.
Practicing with Authenticity
To extrapolate from the above quote, patients love healthcare providers they can trust. One way to earn the trust of your patients is by practicing with authenticity. What does that mean, exactly?
Nuts Reduce Risk of Heart Disease, Cancer and Other Health Problems
Several recent studies suggest regular consumption of nuts may provide a significant degree of protection against certain types of cancer, heart disease, possibly type 2 diabetes and some neurodegenerative diseases.
News in Brief
Call for Abstracts Announced - Parker Las Vegas 2016; Logan Adds Doctorate Degree; New Role for Dr. James Edwards.
Getting a YES: An Effective Strategy for Overcoming Patient Objections
Patients make more excuses for declining care from an acupuncturist than perhaps any other type of doctor. Various reasons hold them back from making a commitment to care.
Oriental Medicine on the World Stage
"Let me win. But if I cannot win, let me be brave in the attempt." This simple, yet powerful statement was lived out time and time again by so many of the athletes from around the world during the Special Olympics World Games in Los Angeles.
What's Chiropractic Research Worth to You?
The Palmer Center for Chiropractic Research (PCCR), in celebration of its 20th anniversary, has announced it is spearheading a fundraising campaign to support chiropractic research.
Do Some Good and Grow Your Business with Cause Marketing
Cause marketing is truly one of the best ways that you can promote your services as a acupuncture professional. Cause marketing refers to a type of marketing where a business partners with a non-profit organization to help bring awareness to a charitable cause.
The New Age of Communication
In the age of technology, everyone, including the patient, is seeking faster, easier ways to communicate. With a wealth of social media, blogs, websites and videos, we are constantly barraged with information – to the point of overload.
The Zen Art of "One Point"
We were always told in our Zen Shiatsu training (by Japanese and Japanese American instructors) that our ultimate aim was to to find that "One Point." To be so focused we could touch just one point to transform Qi throughout a client's body.
October, 2013, Vol. 13, Issue 10
Business Basics: Products That Sell Themselves
By Angie Patrick
A wait-and-see approach to strengthening your business will not work in this economic climate. There are many thoughtful ways you can better serve your clients, and in the process, improve your bottom line.
Americans have had their share of economic woes. When I turn on the evening news, I hear stories about the economy showing signs of recovery and consumer spending is slowly beginning to rebound. With all of this uncertainty, how can you strengthen your financial stake, and do it in a method consistent with your beliefs as a health care provider? Should we all just "wait and see" what happens, or should we perhaps bring the power home and do something within our own spheres of influence to improve health, reduce the mental stress of our clients and strengthen our own financial circumstance ethically and thoughtfully.
I am not talking about a huge swing in your behavior or your practice that will require you to revamp your whole philosophy. I am talking about things you can do and implement now without much effort, which may well be the key to your reaching and retaining more clients and strengthening your own bottom line.
I want to share three ways to expand your outreach, and help you care for clients in new and thoughtful ways they may not expect. When you are able to supply for a need proactively rather than waiting for someone to have the epiphany they even have a need, you are doing a great job of caring for your client in the physical, as well as the mental, sense.
Caring for a Need
What do I mean by caring for a need before the clients have the epiphany they even have a need? Let's start with pain management and client self care between visits. Clients come to you for a wide array of reasons. One reason which leads the pack in many cases is pain. Your clients come to you in the hopes you can learn what may be causing them pain and then treat it. In this, and every case, they look to you to be a health care provider. We know that proper assessment and treatment are key to success in alleviating pain, however, many experience ongoing pain every day. How do we serve these clients in between visits and maintain our connection with the client for return visits to help manage their issues?
This method, in my mind, represents the better of two worlds. In doing this, you are caring for the needs of your client both in session and out, and doing it utilizing product for retail. Here is the easiest method I know to build revenue. Find an analgesic you love and believe in; one that you would use on yourself and your family should the need arise. Have this product available for sale in your practice. When you use this product on your client, no doubt they will want to know more about it and have some for use at home. This is a natural progression that requires no specific salesmanship. Your client can feel the product working and they then wish to have some to take home. You provide the product because it is a product you believe in and use, and they trust you in making the health care decisions. The client is cared for, and being proactive and having goods available for purchase has helped your bottom line. It is a natural win-win.
Benefiting Your Practice
Here is another way this type of retailing, or selling what you use in treatment, can benefit your practice. Let's say that your client shares their product with a friend battling pain. Inevitably, the client shares they get this product from their massage therapist and offer your name to the friend. This is a fantastic way of receiving client referrals, as they just shared their trust in you for pain management, and that you offer this product to help with ongoing issues. This represents two great reasons someone may wish to call and book an appointment. Make sure your clients have a few of your business cards for just such an occurrence.
The second way you can strengthen your income and provide valuable service to your clients is to think ahead for them. It sounds crazy, but one thing people all share is the feeling that we never have enough time. With the holidays just weeks away, it feels like there is never enough time to get everything done we need to do and have any time left to smell the roses. I am sure you have heard this from your clients and when they come to you for the gift of relaxation, you are already imprinted into their minds as a place to go for stress relief. Why not take a bit more burden off their shoulders and offer creative solutions for the upcoming holiday gift giving? In doing this, you can expand your care for the client past the physical and begin to help them mentally and emotionally by providing solutions to save them precious time.
How do you do this? It is not as difficult as you may think. Consider gift certificates for your services. I am not talking about a sign at checkout that says you offer gift certificates. I am going a few steps beyond this. Gift certificates are an amazing way you can provide a great gift idea for your client to give, as well as perhaps bring potential new clients to your practice. These are an especially attractive gift idea when you have taken the time to create a small gift basket of items you have chosen to help provide relaxation and pain relief at home. Consider what an impactful and thoughtful gift this will be when you offer someone an hour of massage therapy and it is in a basket with a bath mitt, sugar scrub and a candle. This is a gift I would LOVE to get, and one everyone would love to give. It is this type of unique gift you can create and provide as an option for your clients to give friends and family. It is a truly thoughtful gift, one they will not find in big box stores, and you have supplied the means. You have effectively taken a shopping burden off your client, fulfilled their desire to offer the perfect gift and potentially expanded your practice. Again, this is a natural win-win.
Finally, consider building your holiday traffic by offering seasonal treatments utilizing products that speak to the client. How delicious does a Chocolate Peppermint scrub followed by a massage sound? It sounds divine and speaks to the holidays without being too commercial. Consider a cranberry inspired treatment utilizing products that carry the scent of cranberry. This is not only a fantastic Thanksgiving promotion idea, but also a wonderful regional idea for our friends in New England where cranberries rule. Treatment products come in a wide array of scent profiles that will enable you to use professional grade products while offering seasonal or regionally inspired treatments. Think about a pumpkin body scrub followed by rich emollient body butter. Does this just scream Thanksgiving or Halloween, while not compromising the professional treatment from a professional therapist? I believe this is a sound and practical way to entice clients to come back during the "busy season" and find time to re-book to see what wonderful indulgences you have planned next.
And let's not forget the secondary upside to offering seasonal treatments: THE RETAILING! It is highly likely someone who has just been treated to a relaxing chocolate treatment will want to buy product to use at home or to give to a friend. Have product on hand, visible for the client to see and offered for sale outside the treatment room. This type of retailing also requires no salesmanship acumen, as it is suggestive selling without being overt. This will allow your clients the space to choose to buy goods without your feeling you have to "sell." The key to doing this successfully is to use only professional goods in your practice. Buy from places that most consumers know nothing about because they cater to professional healthcare providers. Be sure to use goods they likely will not find on the shelves of big box retailers.
When you think about the scenarios I have provided, you can see how the idea of helping others is still the forefront. When you offer solutions in various forms to your clients, they will appreciate your caring attention to detail and understanding of their needs. In their own desire to help others, they may refer you to their own friend and family. This will only bring your clients closer to you, and in doing so, help strengthen your practice. Another more personal side effect is the additional income these ideas can bring you and your family. These ideas are simple and available for everyone to try. I encourage you to pick one or more and give it a try in your own practice to see how easy retailing can really be. I would love to hear about your success stories, so please be sure to share them. Happy Retailing!
Click here for more information about Angie Patrick.
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