resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
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.
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.
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.
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.
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."
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."
Caring for Refugees in Greece
At the beginning of 2016 I had no idea what was in store for me, but I was looking forward to a personal retreat on the Greek island of Paros; a graduation gift to myself after 22 years of motherhood, and four-plus years of Chinese medicine school.
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."
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.
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!
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.
Integrative Cardiology: The Heart of TCM & Western Medicine
Patient centered therapy is a growing trend in hospitals that are expanding to boutique services.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.