resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Insomnia Treatment Based on the Yu Theory
In recent years, acupuncture has risen in popularity as a form of alternative or supplemental medicine for the treatment of many different types of disorders.
What's Bugging You? Probiotics and Your Health
An estimated 100 trillion microorganisms representing more than 500 different species inhabit every normal, healthy bowel. Gut-dwelling bacteria keep pathogens in check, aid digestion and nutrient absorption, and contribute to immune function.
Scope of Chiropractic Practice: Why Now Is the Time to Expand
In my January article, "Scope of Chiropractic Practice: Is It Time for Change?" I discussed the use of the term primary spine care practitioner, the loss of privileges to diagnose in Texas, and the fact that the definition of "chiropractic" varied from state to state.
5 Ways to Enhance Your Family Practice
Every practice has a personality style. A practice that caters to athletes, PI cases or adults, for example, projects differently to patients than a family wellness practice.
The Qi Focus: A Guide to Managing Stress
Stress, are you experiencing heightened stress levels? Your own, and your clients? Is Trumpitis getting to you? I recently polled a cluster of acupuncturists, Asian Bodywork Therapists (ABT) and psychotherapy colleagues on the issue.
The First (Only) Choice for Spinal Pain
The study on NSAIDs for spinal pain summarized on the front page of this issue is intriguing on a number of levels, the most obvious being the conclusion that "compared with placebo, NSAIDs do not provide a clinically important effect on spinal pain, and six patients must be treated with NSAIDs for one patient to achieve a clinically important benefit in the short-term."
Integrative Cardiology: The Heart of TCM & Western Medicine
Patient centered therapy is a growing trend in hospitals that are expanding to boutique services.
Treating LBP the Right Way: Think Natural
An updated clinical practice guideline from the American College of Physicians (ACP) recommends spinal manipulation and other non-invasive, non-drug therapies as first options for acute, subacute and chronic low back pain, rather than pain medications, as stipulated in the original 2007 guideline.
Toxicity & Kids: The Importance of Environmental Intake
The old adage is true that children are not little adults. Traditional Chinese medicine (TCM) has long known that the physiology of children is unique, as are the diseases that plague them.
Chiropractic: A Great Fit for the White House
Dr. Eric Kaplan is a New York Chiropractic College alumnus; a No. 1 best-selling author whose books include Awaken the Wellness Within and The 5 Minute Motivator; a chiropractor for professional sports teams and elite athletes; and even served as an advisor under the Clinton Administration to the President's Council on Sports & Physical Fitness.
The Chiropractor's Guide to CRISPR
Science magazine's "Breakthrough of the Year" award for 2015 was described as "the gene-editing tool called CRISPR." CRISPR stands for "clustered regularly interspaced short palindromic repeats."
NSAIDs No Better Than Placebo for Spine Pain
A meta-analysis of randomized, placebo-controlled trials comparing the efficacy and safety of NSAIDs with placebo for spinal pain concludes that among 6,065 spine pain patients, "NSAIDs reduced pain and disability, but provided clinically unimportant effects over placebo."
How to Correct a Cuboid Subluxation
Cuboid subluxation is a poorly recognized condition, even though it is not uncommon. It has been described in the literature under various names: cuboid subluxation, cuboid syndrome, locked cuboid, dropped cuboid, cuboid fault syndrome or peroneal cuboid syndrome.
Treating the Terrain of Chronic Sinus Infections
Chronic sinus infections can be stubborn to treat, but the therapeutic path forward can be simplified when utilizing three distinct treatment principles which take into account the terrain of the body, and the way in which microbes grow.
Give Your Patients the Ergonomic Advantage
Prolonged sitting contributes to low back pain and is a health risk. When I discuss my POLITE technique practice recommendations with patients, ergonomics may be last, but not least!
Shedding Light on the Benefits of Heliotherapy
I can't imagine anyone not feeling good strolling in the sun on a beautiful spring day. The sun is responsible for all life on earth and is best illustrated along the equator touting the richest biodiversity on the planet, in stark contrast to the Arctic Circle and South Pole.
Making Sense of Liver Regulation
In Chinese medicine, the liver has the function of moving and storing qi and blood. In its moving function, the liver smoothly distributes qi and blood to the tendons, muscles and flesh through microcirculation.
Waist Circumference: A Conversation Starter (Part 2)
Now let's discuss the clinical approach to reducing WC and implementation in today's chiropractic practice. The primary intervention centers around dietary modification and lifestyle habits aimed to reduce adiposity, improve insulin sensitivity and ultimately, diminish systemic metabolic dysfunction.
Help Save an Important Chiropractic Landmark
The chiropractic profession has a splendid and varied history. Sadly, many landmarks have been lost to bulldozers and wrecking crews, such as the Ryan Building, Little-Bit-O-Heaven, Spears Chiropractic Hospital, and Clearview Sanitarium.
News In Brief
A "Modern" Business Model. Acupuncturists may have a new professional atmosphere to consider, as a new concept is on the horizon - at least for one business.
Good Works at the Canandaigua VA
Faculty and students of the Finger Lakes School of Acupuncture and Oriental Medicine (FLSAOM) of the New York Chiropractic College have provided acupuncture to veterans at the Veterans' Administration Medical Center (VAMC) in Canandaigua, New York since September of 2007.
April, 2014, Vol. 14, Issue 04
Understanding How to Turn Consults Into Clients
By Sharon Desjarlais, CC and Michele McGrew
Have you ever met someone you knew you could help, but you held back from offering your therapy because it felt awkward or "salesy"? We get it. As a big-hearted healer, you probably cringe at the idea of selling your services.And that can make conversations with potential clients uncomfortable. Or worse, you might not have them at all.
The problem is, when you hold back, you also miss out on the positive impact — and the generous income — that are natural byproducts of your healing gifts. And the person you could have helped stays stuck in pain and frustration. Now, imagine you had an easy way to invite potential clients to work with you that allowed you to stay focused on service rather than sales. Here's one that's generous, authentic and actually feels good to offer: It's called a Breakthrough Session and is a complimentary phone consult you give as a healing gift to potential clients.
Don't be fooled here. We're not talking about your garden-variety phone consult, where someone calls and asks questions like, "What do you charge?" And you stammer out an answer. A Breakthrough Session is a 6-step business strategy you can use again and again to convert potential clients into paying clients. It's the key to filling your practice with clients you LOVE, without feeling like a used car salesman.
When you begin these conversations by allowing your potential client — we'll call her a guest — to give voice to her most pressing problems or pain, you act as a witness to her journey. And, according to author and intuitive Carolyn Myss, that's the most profound gift you can give another human being.
So, give your guest space to explore her pain and how it's impacting other areas of her life, like her children, her marriage or her career. Be willing to go deep, asking with light-hearted curiosity and compassion, "What is this really costing you?" Then hold a therapeutic presence as she follows the ripple effects of what her pain is costing her into every area of her life. This may even be the first time she's ever made this connection, so it can be an eye-opener.
Once your guest shares her feelings about the pain or the problem she's facing, take a moment to reflect that back to her in her own words. Resist the urge to put your own spin on things. This allows her to feel fully seen by you and it helps you feel certain that you understand where she's coming from. What's more, when people believe you understand their pain, they subconsciously credit you with the solution. And that alone puts you in a powerful position to be the healer she hires to help.
Create a Clear Picture
Of course, as a compassionate healer, the last thing you want to do is leave your guest in a state of pain and hopelessness. Now, you want to ignite her imagination by helping her paint a picture of what she wants her life to look like and feel like on the other side of her pain.
Try one of our favorite questions: "If I could wave a magic wand and your [pain, problem, challenge] was gone in an instant, what would your life look like then?" Then give your guest time to talk about all those activities she'd love to do that she can't do now. Does she miss gardening? Morning yoga classes? Lifting her grandkids onto her lap? Remember, your help represents more than pain relief. It improves her whole life.
As always, invite her to connect her vision to how she'll feel when she's there. Then, just as you did with her pain, reflect that back to her in her own words, staying focused on the big payoff that's possible when she's feeling vibrant and well.
Ask The Magic Questions
Once you've witnessed your guest's pain and held the space for her desire to unfold, ask her these two magic questions: "How were you hoping I could help you with this?" And, "On a scale from 1 to 10, how important is it for you to solve this?" They instantly create a bridge between your guest's problems and your expert help.
By asking her how she's hoping you can help, you're able to relate your services directly to her needs, so she instantly understands the value of what you offer. And the second question allows her to see how important her health and well-being really are, so she can finally make a decision to change.
Give Your Guest Hope
Of course, it's impossible to guarantee that anyone's life will change with your help, because every client responds in a unique way. What you can do is share stories about other clients with similar issues who have had successful therapeutic outcomes. When you do that, you bring to life what your guest believes is possible when she says yes to your services. And by engaging her mind in reaching a solution, the healing has already begun.
So feel free to demonstrate your expertise by sharing one or two of your favorite client-success stories. Be sure to include the results your clients experienced and how those results impacted other areas of their lives as well.
The "Aha" Moment
At this point in the Breakthrough Session, you've witnessed your guest's pain, you've elevated her into a higher vision of what's possible on the other side of that pain, you've helped her make her health a priority and you've given her hope that something better is possible. Now, to help her embody the value you offer, this is the perfect time to ask her what breakthroughs or "aha's" she experienced in the course of your conversation. You may hear things like, "I had no idea this was affecting my job so much." Or, "I just thought I had to live with this pain. I didn't think it was possible to move past it."
Whatever your guest comes back with, simply receive it. Then lead her to the next step with this simple transition question: "If I could help you go even further with this to powerfully move from where you are now to where you want to be, is that something you'd like to hear about?"
Offer a Solution
If your guest is someone you know you can help and you truly want to work with, it's time to offer her your therapy. But here's the key: People don't care about what you do, they care about how you can help them. So, when you're talking about your work, stay focused on the benefits, not on your process or modality.
Once you've shared a few possible outcomes your guest might enjoy when she makes the decision to work with you, ask her if she'd like to hear the investment. (Notice we didn't say price, fee or cost. That's because people naturally expect an investment to have a healthy payoff.)
Finally, share your investment with confidence. Then STOP TALKING. Let the value of your therapy resonate with your guest. Give her time to stretch into the improvements you're offering. Then get ready to schedule her first hands-on session. This is the moment your potential client becomes a paying client. And you become richly rewarded for doing the healing work you love.
Click here for more information about Sharon Desjarlais, CC.
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.