Many times you might be asked in casual conversation, does Acupuncture help with _________ .

It could be weight loss, smoking cessation, or back pain.

Many people will talk to you about a great number of things that they are struggling with and if you accept what they say as a diagnosis of their situation, you may not be very receptive if it doesn't sound like they fit your criteria of a perfect patient.

This type of question is an invitation into a heart to heart dialogue and a heart to heart connection.

It is NOT an opportunity to push your agenda!  This is a healing conversation. 

Those who know me, know that I consider you to be the instrument of healing in your work and that that healing begins way before someone comes into your office or calls you on the phone!    

Let us take the following (What not to say) dialogue

PP(potential patient): Does Acupuncture help with weight loss?

Y (you): Well I have heard that it does but I don't do that.  You see acupuncture is part of Chinese medicine. Weight loss and weight gain are only symptoms of a problem of balance of energies in the body.  So that while I do not focus on weight loss, I help people balance their energies so...???????

PP: zzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzz

What to say instead:

PP: Does Acupuncture help with weight loss?

Y: It can.  May I ask you a question first?

PP: Yes.

Y: Are you trying to lose weight? Because you look great (only if it is true).

PP: Well yes I am. I go to the gym, diet and still have trouble managing my weight.   It really isn't about the few pounds that I have.  It is just so hard to even maintain my weight were it is.

Y: (listening deeply and really hearing the struggle and empathizing, not sympathizing)  so what I am hearing is, it is the maintenance that is the struggle for you.  How are you managing that now? 

PP: I work very hard at it.

Y: Uou must, and it is hard. Let me ask you, why has this been and is currently so important to you?

PP: Well I want to look good and when I maintain my weight, I have more energy and am able to be in my life more. 

Y: So it is important to you to be in your life, filled with energy and looking great!

That is terrific and you are so motivated.  Maintaining a healthy weight is no easy feat.  Many struggle with this very issue and you have done quite well.   I am very impressed.

PP: Thank you (perhaps even a little red in the face now for you acknowledging her or his efforts).

Y: So, if I understand you clearly, you would like to ease the struggle of maintenance.  Is that right?

PP: YES!!!!!

Y: That is a great idea. ?I would like to offer you a free, comprehensive consultation to see first if what I have to offer you would be the right fit.  I don't want to waste your time and money on something that would not be helpful to you.  Would you like that?

PP: Yes, that would be great.

Y: Terrific, would you like a morning or afternoon appointment?

PP: Morning. 

Y: How is 9AM for you on Tuesday (never Monday).

PP: That would be great.

Y:  Here is my card and our appointment time.  What is your full name and phone number?  My assistant will confirm our consultation the day before.?

Ok...this is only a sample dialog, but you can clearly see that the goal is to start where your potential patient is and engage in a dialogue that in and of itself is healing and affirming. 

You will find out quite quickly whether you are a good fit.

Let's Review:

1. Ask permission to ask a question
2. Find out why this is so important to them
3. Listen deeply and resonate with them
4. Acknowledge efforts and successes made
5. Paraphrase their desire statement
6. Make them an offer for a free consult
7. Ask them if they would like that
8. Close the deal

Remember, this is what the Tao Te Ching means when it says that  "wealth is the fruit of generosity."

This is a way of giving away something that is not your actual service! Your generosity will be rewarded, I guarantee it!

Many Blessings to you and your success!

Eric G. Schneider, D. Min.