Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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Going On-Site With Chiropractic Care
The Foundation for Chiropractic Progress has released a position paper highlighting the financial, clinical and patient-satisfaction benefits of providing chiropractic care at on-site corporate health clinics.
Meet Cheyenne: Your Future Colleague
Allow me to introduce you to Cheyenne (Chey), the daughter of some of our family's closest friends. We attend and serve at the same church together, and have known each other for many years.
Nomenclature and Classification of Lumbar Disc Pathology: Version 2.0
The Nomenclature and Classification of Lumbar Disc Pathology consensus, published in 2001 by the collaborative efforts of the North American Spine Society, the American Society of Spine Radiology and the American Society of Neuroradiology, has guided radiologists, clinicians and the public for more than a decade.
The Risks I Took
We all take risks when we choose this profession. For some, it is not knowing if you can make a living practicing TCM. For others, it is parental or cultural disapproval.
I was sitting in a Pizza Hut in Peoria, Ill., with my friend Reggie, sometime in the spring of my senior year in college, when he started doodling on his paper placemat. In those days, the company had a picture of U.S. on the mats, showing all the locations of the "Huts" in the country.
Creating Relationships at Southwest Symposium
The month of May brought many interesting activities. As I have said in many previous columns this year, this profession is moving in a very exciting direction. Make sure you are getting involved. If you're not, you just might get left behind.
News in Brief
Investigating the Cellular Impact of Mechanical Force; National Board Seats (Not-So) New Officers at Annual Meeting.
Leg-Length Inequality and Pelvic Fixation: A New Approach to the Negative Derifield (Part 3)
A patient with sacroiliac fixation and dysfunction ordinarily demonstrates a noticeable leg-length inequality when placed in the prone position on the adjusting table.
Marketing with a Microphone
When given an option, it stands to reason that people prefer to do business with those they know, like, and trust.
Treatment of PTSD: An Opportunity for the Practice of Integrated Medicine
PTSD is widespread across America today. Not only do many of our honored men and women in uniform bring it home with them from the war zones they have been active in, but it often follows any life-threatening event people go through when their lives have been in danger.
An International Life: An Interview with Mary Elizabeth Wakefield
I met Mary Elizabeth Wakefield during her class last summer in Seneca Falls, New York at the Finger Lakes School of Chinese Medicine.
Free Yourself From the Pocketbook Practice
Let's take a journey together; there's an important lesson to be learned. Imagine a town or city just like yours.
Q&A With the First VA Chiropractic Residents
As you may have read previously, a major step forward for the profession occurred in July 2014 when the Department of Veterans Affairs began piloting a chiropractic residency program at five locations.
NCCAOM Video Contest
The NCCAOM is excited to announce the launch of the second annual video contest "Because it Works!" 2015.
Key Changes and Updates to the 7th Edition CNT Manual
Acupuncture Today recently interviewed Jennifer Brett, ND, L.Ac. regarding the updates to the CNT manaul.
Desert: A Metaphor from the Study of Genetics
In most of the human lives I know about, there are stretches of time which feel stagnant, or worse. We can feel adrift, or wounded and sidelined, and these times don't seem to carry much usefulness while they are unfolding.
The Source-Luo Point Combination, Part 2
The Da Cheng includes symptoms for the source-luo points that indicate when to use them for treatment. Yang defines the method as the guest-host (it is one of a variety of acupuncture point combinations called guest-host).
Sports Medicine 101: Surgery or No Surgery?
In the world of sports medicine, many careers are saved by surgeries that correct traumatic damage to the body. Muscle tears, ligament damage, fractures, spinal disc herniations, and joint instabilities are a few of the issues frequently addressed with surgical intervention.
Integrative Medicine for the Underserved: A Seat at the Table
Numerous organizations have risen to the challenge of providing care to medically-underserved populations and here we feature one such group.
The Three Heater Official
This Official, belonging to the element Fire, is responsible for maintaining and regulating the heating system of the body, mind, and spirit. It is named for its function. The trunk is divided into three "burning spaces" or "jiaos."
Should You Change an Athlete's Natural Running Form?
Once past the ankle, impact forces travel at about 200 mph into the knee. In addition to allowing the quad to absorb force, bending the knee (E) prevents the hip and pelvis from moving up and down too much (F), which is important for injury prevention and efficiency.
Low-Cost Workshops That Lead You to High-End Clients
There's a key to growing a practice we discovered years ago: One of the most effective ways to enroll high-end clients is to give them a taste of who you are through low-cost workshops. The first time Michele put that strategy in place, she quadrupled her income, jumping from $20,000 to more than $80,000 in less than a year. And although our business has grown dramatically since then, we still love hosting live, local workshops. They're a fun way to share our mission with potential clients who often leave wanting more help from us.
Want to lead your own client-attraction workshops? Follow these 5 simple steps.
Choose a topic your potential clients are hungry for. We've talked a lot in this column about the need to determine who your Divine Right Client is — the type of person you'd most love to work with — before you begin your marketing. "If I build it, they will come," is a romantic notion. But it won't fill your workshops. That's why the first step in creating a compelling workshop is to decide on a topic your potential clients are hungry for. Start by asking yourself these four questions.
Question 1. "What topic is most important to my ideal client?" It may seem counter-intuitive, but you don't want to create a workshop that has mass appeal. Instead, focus on a topic that draws in the distinct people you want to work with. What were your favorite clients struggling with that motivated them to hire you? That's a great place to start brainstorming topics new clients will be eager to learn more about.
Question 2: "Will this topic lead potential clients to my programs and services?" Like a tour guide, your job is to create a clear path to the solutions your clients want most. A well-designed workshop is only the first step. What's the next step people in your audience would need to take in a private session or program with you? Think a step ahead before you land on your potential topic.
Question 3: "Is this a topic I'm passionate about?" When you're passionate about your topic, everything you do — from creating the content to marketing the workshop — will be easier and a lot more fun. So even if you've got a topic potential clients want to hear, don't present it unless it inspires you as much as it does them. It's your excitement and engagement with the content that's contagious to your audience and leaves them wanting more.
Question 4: "How do my life experiences make me uniquely qualified to present this?" It's true, in this age of instant global communications, there's rarely a new idea. Dozens of other people might be presenting on your same topic. The good news is, if so many people are talking about the topic, that's a good sign that more people want to hear about it.
So don't be discouraged if you find that someone else is already teaching on a topic you want to present. Instead, focus on what makes you an authority. And what makes your workshop stand out from the rest.
Choose a venue that helps fill the seats. Once you've got your hot workshop topic, the next step is to find a great venue. To make this easy, start by brainstorming every location in your community where your ideal clients are already hanging out. Consider bookstores, yoga and wellness centers, massage or chiropractor's offices, metaphysical gift shops, even the local library.
When you've got a venue in mind, take a field trip and check out the space and the energy. See if it feels right for what you want to create. Then check out the most important element: Does the venue have a built-in following?
Partnering with a place that can market your workshop is the fastest, easiest way to fill it — especially if you're just starting out. When you align yourself with a venue that has a built-in audience, you increase your exposure and decrease your marketing efforts.
We've had great experiences with healing centers and metaphysical bookstores in our area. Because they have a big following in our community, they're able to promote our workshops to everyone on their mailing list, exposing our work to a new circle of prospects. They also include our workshop in their paid print ads, on their websites, and through social media sites like Facebook and Twitter. Plus, they put flyers up in their shops, which get a good amount of foot traffic.
As the presenter, you want to provide the venue with some compelling information about your workshops. Give an overview of the theme followed by three to five bullet points that focus on the benefits and results people will take away from the experience. The only thing readers really want to know from your description is what's in it for them.
Create a safe space for healing to begin. Hosting a holistic workshop involves more than sharing information. It's about creating an experience that resonates with your guests on every level. So even when your content is stellar, environment matters.
Before your guests arrive, take time to create a warm and welcoming atmosphere. Make the space visually and energetically pleasing. Include items that inspire a sense of wonder from the moment a guest walks into the room, like stones, shells, pretty tablecloths, anything that feels like it brings the theme of your workshop to life.
Make a point to appeal to your guests' other senses as well. Consider burning your favorite incense. Or playing uplifting music in the background to help people shift from their daily lives into your transformational space. And of course, consider one of our all-time favorite tips: Give your guests chocolate. It's a small touch, but people remember it.
Deliver content that connects. Long after your workshop is over, many people will forget the information you shared. But, they'll recall the way it connected with them. That's why it's important to present good information in a way that's entertaining and memorable. And you can't share all your wisdom in a two-hour workshop, so don't try. The more you overwhelm your guests, the less they'll understand or retain.
Our recommendation? Pick three to five main points to share and stay on topic. Once you present each point, illustrate it with a personal story, a client success story, or an experiential activity that brings it alive for your guests. For every activity, allow some time for guests to reflect and share their experiences if they want to. This connects them with the content (and you) even more deeply.
Finally, wrap up your presentation with a quick recap of the main points. Then close with something memorable. You can share a story that summarizes your main message. Or lead your guests through a brief visualization that recaps the theme. Or even hold a closing circle to seal the energy. Then before you say good-bye, take one more moment to WOW your audience: Give them an inspiring activity to complete "within one week" to help them integrate what they've learned from you.
Give guests a next step that's easy to say "Yes" to. Remember, every person sitting in your audience is there because they resonate with your message. Your workshop gives them a taste of who you are. But your full body of knowledge is much more than anything you can deliver in a couple hours. Honor your guests by giving them an opportunity to go deeper with their healing by offering a next step that's easy to say yes to: A free phone consult that allows you to check in on how they're integrating what they learned.
First, make sure you gather your guests' contact information long before the workshop ends. About two-thirds of the way through your presentation, pass around a sign-up sheet. Then simply say, "All you have to do is put your name on this sheet and I'll contact you to set up a free 30-minute conversation to help you integrate what we've covered today in your own life. No strings attached."