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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.
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.
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?"
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.
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.
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.
An Acupuncturist's View of Medicinal Marijuana
The use of cannabis for medical purposes is very controversial. Use as a panacea by physicians uninitiated to the proper application of herbal medicine, as well as an excuse for recreational use have greatly confused the issue.
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?
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?
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.
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."
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 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.
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?
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."
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.
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.
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.
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."
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.
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.
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.
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.
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.
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.
News in Brief
Call for Abstracts Announced - Parker Las Vegas 2016; Logan Adds Doctorate Degree; New Role for Dr. James Edwards.
June, 2014, Vol. 14, Issue 06
Creating a Steady Stream of Clients You Love
By Sharon Desjarlais, CC and Michele McGrew
As a therapist, finding new clients can feel intimidating and distasteful. And no wonder. Even when you love the work you do, the idea of "drumming up business" conjures up images of a snake-oil salesman pulling magic tonic out of the trunk of their car.
Let's face it, in the world of the healing arts, none of us wants to feel salesy or pushy. Yet, all it takes is a tiny mindset shift to change this experience for good. Rather than asking, "How can I find new clients?" try asking, "How can I serve the people who need me the most today?" When your desire to serve is met by their desire to heal, amazing new opportunities unfold to help you do your good work in the world.
Here are eight often overlooked opportunities to serve that you can try right now.
Reach Out to Past Clients
This might sound overly simple, yet it shocks us how many times practitioners forget to reach out to past clients when they want to fill new sessions. Why is this so effective? Because it's always easier for someone to invest in you again — once they already know, like and trust you — than it is for someone who doesn't know you to invest in you the first time.
So, give your past clients the attention they deserve. Reach out to them personally, by phone or by email. Check in on their progress. And tell them what's new in your practice, to see how you might continue to serve them. And let go of the idea that you're bothering anyone. You offer a valuable, life-changing service. You might be the lifeline your former client has been waiting for.
Ever wonder why you don't get referrals from every satisfied client who passes through your practice? All too often, it's because you don't ask. People love sharing valuable resources with others. So make that easy for your clients by letting them know that you welcome referrals. Then, tell them exactly how they can refer someone to you.
Start by giving every new client a "Welcome Kit" that includes copies of articles that demonstrate the efficacy of your therapy. (Our favorite source? Massage Today!) And be sure to include a "We Love Referrals" handout in the kit. On it, list the characteristics of your ideal client, along with a brief explanation of what you do in layman's terms. Then tell your clients exactly what to do if they know someone who's a good fit for your services.
Here's a hint: Don't tell them to have potential clients call you, because most people won't — at least not yet. Instead, ask them to direct people to your website where they can learn more about you before picking up the phone.
Create Partnerships With Colleagues
Complementary colleagues are professionals who serve the same types of clients you do. Only they serve them in a different way, or they help them solve a different kind of problem. Think nutritionists, yoga instructors, Pilates instructors and midwives.
Once you find a complementary colleague you like, reach out to explore how you can create a mutually beneficial referral relationship. You can either set up an in-person meeting, or send a letter telling them what you do and how you can support one another.
You might say something like, "Our work is so complementary, I'd love to see how we can become helpful resources for each other, and even more valuable resources for our clients." Then, whether in writing or in person, let them know the types of clients you love working with. Describe the main pain points your typical clients are struggling with — and the biggest benefits they get out of working with you.
If it's a good fit, you can offer your colleague a free therapy session to demonstrate how well your work complements theirs. But only offer a free session if your colleague serves your ideal client in large numbers. And, as always, remember to send them to your website to learn more.
Here's another strategy that's so simple you might overlook it. Look at your circle of friends, colleagues, the people at your gym or people whose services you use (like your accountant, your dog groomer or your hair stylist). Tell them what you do, the types of clients you love working with, the primary pain points that motivate them to call you and some of the results your favorite clients have experienced. Then ask if they or someone they know would be a good fit for your services.
Every time you introduce your work to someone new, you're being of service. So don't shy away from sharing what you do with the people in your life. You never know when you might be the answer to someone's prayer.
Network the Holistic Way
This may be something you tried in the past that didn't work that well. Maybe you showed up at some formal networking meeting or cocktail party, passed out your business card and hoped for the best. Or perhaps you gathered a handful of cards and followed up by email the next day, only to never hear from anyone again.
This used to happen to us a lot — until we discovered the secret that makes networking fun. The key is to go places that you actually enjoy. There's no need to focus on traditional networking meetings. Instead, you can meet fantastic potential clients at spiritual workshops, yoga classes, drumming circles, vegan potluck dinners, even in the aisles of Whole Foods.
Since your dream client is almost always a reflection of you before you underwent some major transformation in your life, when you go places you enjoy hanging out with the intention of connecting with people you can serve, you're much more likely to meet like-minded people who are perfect candidates for your services. And, when you're in an environment you're comfortable in, you're going to be naturally more confident and attractive to new clients.
Host Low-Cost Local Workshops
One of our all-time favorite ways to meet potential new clients is by offering low-cost workshops in our community. We love this approach because it allows you to share your wisdom and interact with people who've already expressed an interest in your work just by showing up. So every time you host a local workshop, you're speaking to people who have pre-qualified themselves as potential clients.
The secret to turning low-cost workshops into high-end clients? About two-thirds of the way through your workshop, offer everyone in the room an opportunity to have a complimentary breakthrough session with you. This is a 30-minute phone consult designed to help you get clear on what they're struggling with, what they want instead and how you can help them achieve their goals through your services.
Want to know exactly what to do and say to conduct a successful breakthrough session? See our article on "Understanding How to Turn Consults Into Clients" in the April 2014 issue of Massage Today.
Social Media and Online Forums
Social media is here to stay, so why not embrace it? Set up a professional online presence in one of the top social media sites like Facebook, Twitter or LinkedIn. And make it a priority to actively contribute to forums and membership sites that your ideal clients are part of.
This a great way to establish an expert presence and drive traffic to your website. The only caveat is this: People will only pay attention to your posts if you're sharing value and you're doing it consistently. To get the most out of your online presence and to be of the greatest service, regularly share tips and links to your blog or other useful articles. Then, occasionally sprinkle in special offers that the people in your online community can take advantage of.
Send Out a Survey
We love this strategy because it allows you to get detailed feedback from people in your community that will help you create new offers and serve your clients on an even deeper level. You can use a service like www.SurveyMonkey.com to create the survey. Then promote it through social media and by sending it out to people on your email list. You can even provide a little incentive by offering a free online gift or report to people who respond within a certain timeframe.
The big benefit of doing a survey? You can use the responses to identify people who are a perfect fit for your services. Then you can reach out to them personally to set up a breakthrough session. Are you ready to put these opportunities to work for you? Here's the key to making the most of these client-attraction opportunities: Avoid getting overwhelmed by thinking you've got to do everything. Instead, focus on the two or three opportunities that resonate with you the most...and get started today.
Don't wait until you feel ready because that feeling may never come. Just make the decision and take action. Even imperfect action. When you step forward in service, you're giving the world the message that you're ready to receive new clients. And you're giving the people you're most meant to help the opportunity to receive the healing they need.
Click here for more information about Sharon Desjarlais, CC.
Click here for more information about Michele McGrew.
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