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Branding: Set Your Practice Apart
Dr. Brad started his practice seven years ago on a shoestring budget. He created his generic logo in five minutes using a website because he didn't have the time to figure out how to make something special.
Can a Multivitamin Reduce Breast Cancer Recurrence?
There is a great deal of controversy regarding the value of multivitamin supplements in cancer prevention. However, with respect to preventing breast cancer recurrence, an important study was published in the Journal of Breast Cancer Research and Treatment in 2011 by Kwan ML, et al.
6 Steps to Make 2017 Your Best Year Yet
People often ask me what defines success. Success, for me, is simple: doing exactly what you want to do in life. Whether it's the kind of practice you run, your life at home, your hobbies or something else, it's achieving anything you put your mind to.
DVT: Know the Signs and You Could Save a Life
I lost a friend several months ago. He died from a pulmonary embolism (PE) secondary to a deep-vein thrombosis (DVT) that originated in his lower leg. Bobby was in his mid-60s, soft-spoken and had a big heart.
Dedicated to Defending Chiropractic
Whether you're a veteran DC or a first-trimester student, the name George McAndrews should be part and parcel of your professional vernacular, as familiar as the word chiropractic.
A Simple Protocol for Holiday Stress
It's winter, a time when we should be deep in reflection, eating warming foods and sleeping long hours. Following nature's rhythms, we restore our bodies and minds in preparation for the renewal of spring.
All Fiber Is Not Created Equal
Sometimes the best place to start is at the end. So, the conclusion of this article is that all fiber is good ... but some fiber is better. Let's break it down. There are two main types of fiber: soluble fiber and insoluble fiber.
News in Brief
New President / CEO Takes Office at Yo San University. Electroacupuncture for Constipation?
Overuse Injuries in Young Athletes (Pt. 2)
Most overuse injuries are benign, but there are some high-risk injuries that, if unrecognized or inappropriately treated, can result in significant loss in time from the sport or even require leaving the sport.
Meshing TCM With Environmental Pediatrics: Where's the Overlap?
Pediatrics has a long history within Chinese medicine dating back to the late Han dynasty (i.e., the late 200s CE), with the two primary areas of emphasis being herbal medicine and xiao er tui na (pediatric massage).
2016: A Year in the Life of Acupuncture
Happy Holidays, may you, your family and friends have peace, joy and blessings throughout this special time of year. As 2016 comes to a close, we can look back and celebrate the many events and accomplishments for the profession of acupuncture.
A First for the Profession: CCE Accredits First Chiropractic Residencies
The Council on Chiropractic Education (CCE) has awarded accreditation to all five chiropractic residency programs currently administered at Veterans Administration facilities, "the first residency programs in the nation ever to be awarded this distinction, a significant advancement in the evolution of chiropractic education," according to a VA press release announcing the milestone.
End of an Era Looms at NYCC
New York Chiropractic College recently announced that Dr. Frank Nicchi will retire in August 2017 after 36 years with the college, the past 17 as president.
A Q & A About Updated Codes
Yes, indeed there was an update to ICD-10 on Oct.1, 2016. This is a regular update to the diagnosis coding system and this type of update will occur every Oct. 1, just as it did when the ICD-9 system was in place.
Little Sticker, Big Impact
It's the end of an election year. Hilary Clinton and Donald Trump were the subject of conversation for everyone, everywhere for the entire 2016 calendar year. I don't think any of us can deny that this election affected us all very deeply on a personal level.
A Letter to the Profession from the New President at AAAOM
Volunteering for a national, nonprofit organization brings with it such highs, lows, and accomplishments, as well as a steep learning curve.
Southwest Acupuncture College Brings It to Division 1 Athletes
When Michael Phelps' photograph with the distinctive round marks left by cupping went viral, the Division 1 student athletes treated through the Dal Ward Athletic Center at the University of Colorado (CU) could relate.
Assessing Core Stability and ROM: 5 Basic Checks
One of the first steps in addressing core stability is assessing static posture, ranges of motion, and motion of the pelvic bones, sacrum, femurs, lumbar spine and thoracic spine.
Another Chance to Make a Difference
Just a few months ago, "the worst natural disaster to strike the United States since Hurricane Sandy" hit Louisiana. During this storm, one area experienced 31 inches of rain in 15 hours as almost 7 trillion gallons of water rained down in just one week across the state.
Molecular Motors: Tiny Machines Behind the Rhythm of Life
In the clinic, we aim to restore healthy patterns of movement for qi that has gotten trapped or misdirected, or may have even collapsed. We may be focused on freeing stagnation, releasing heat or redirecting counterflow qi, but it often comes down to helping re-establish a flow of sorts.
Chiro School Reunion: Whatever Happened to...?
I opened the door to the closet slowly, carefully, since I knew it contained a large number of precariously stacked file boxes. It also held numerous outdated gizmos with electrical cords of various lengths that could trip or strangle a person.
Herbs for Digestion: The Power of Bitter
Many cultures (and indeed herbal clinicians) around the world have long respected the role of bitter herbs and foods for promoting digestion. For example, aperitifs – drinks consumed before a meal to stimulate appetite and digestion – were originally derived from bitter herbs.
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.
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