Thanks for the e-mail. As you know there are various ways to market your office and a health spa is just one of them. People attend the spa to get themselves in shape and be proactice with their health. Chiropractic works well in the area but often the members have no idea what we really do and how they can benefit. You have done well presenting special nights with diagnostic equipment but have their members understoof the value what what was being offered prior to you getting there. Possibly a poster board with data and large print/pictures of what you are bringing there and why .. possibly a sign up sheet for these tests to make the time valuable .. possibly testing each staff member and providing them with a handout so they can discuss it with their members and how it fits into sports related proactive preventive measures .. there are many different approaches to this. Below is from my Smart Start Book .. try the Spa Alliance routine The following are other areas to explore. Remember, these folks get up in the morning, brush their teeth, go to the john and shower. They also have families and have no reason to hate you or chiropractic. Often, they have limited understanding or unfounded bias against something they know little about. Tell them, write them, and inform them. Provide them the mechanics to refer and sit back and wait. ... that廣 all you can do. OB/GYN廣 have many pregnant patient廣 whio have back pain throughout their labor. These patient廣 are always complaining and theit physician has limited avenues for them. The pregnant patient needs our attention, as does the budding chiropractic patient inside. Inform local physicians that you are conservative, are well versed in handling pregnant patients. If enough newsletters from your office passes their desk, they may send a few to you and wait for feedback. Physical and Massage Therapists may also be helpful. Although they compete with us as secondary providers, they may recommend continued "hands on" care after their patient廣 prescription expires, and subtly tell their patient to seek chiropractic care. This avenue may be explored, although a working relationship would assist this alliance better than a cold call. Podiatrists have patients with instability from the pedal up. A person with a cast, an ankle or knee problem will usually aggravate their lower back. Again, a working relationship doesn廠 mean being hostile and challenging their belief system. A working relationship dictates sending them the ankle cases that prevent spinal healing, while they send you the patients that complain of spinal problems once they begin Podiatric care. Psychotherapists, such as psychologists, social workers and counselors also find patients under grave tension which, with the help of conservative chiropractic care, may be a great help. Health Food Stores, Running Clubs, Dance Studios, Aerobic Centers, Yoga Studios Gymnastic Centers, all have active people that need our attention. Relationships and alliances can go on and on. Networking: It all boils down to what is known as Networking. Every business person understands that new clients are the life blood of their business. The health care industry is twisted with turf protection, but once broken may offer endless leads of new patients. Your product is chiropractic and your service is to your community. Your Farm is that community, and your base of new patients will be from a variety of sources. Alliances make up the easiest and least costly method of patient acquisition. Many medical physicians, understanding of the conservative approach of chiropractic, may be very willing to refer. They may limit the number of visits, but it is you that will eventually tell the chiropractic story to their/your patient. They may "bad mouth" chiropractic to their patient and reluctantly refer to you, but again it is you that must tell the chiropractic story and turn it around. They have ready sources of frustrated patients, and once introduced to you, may offer your services to them. Health Spa Alliance: Go where the interest already exists. Health Clubs and Wellness and Sports Centers of all types have active people willing to take the time to increase their level of fitness. This alliance can be very productive but only if all sides understand the nature of the alliance. Before setting up this alliance survey the health club. Have a staff member call the spas and ask for the manager. When they get to the phone say: "My name is ______, and I幟 with the Family Chiropractic Center. We always have a need to send our patients for proper exercise training and rehabilitation, and we廝e interested in forming an alliance with your facility. I寮 like to come by and spend a few minutes with you. Would 2 PM be okay." When you get there ask these questions: Do you have an aerobic facility: ___Step ___High Impact ___Low Impact ___Other Type of Cardiovascular Equipment available: __Stairmaster __Stationary Bike __Indoor Track __Rowing Machine Do They Have: __Weight Training __Special Programs for Post Cardiac Patients __Rehabilitation Program chronic Lower Back Patients __Specialized Workshops on Health Oriented Subjects __Stress Reduction Program __Weight Loss Program __Massage Therapy __Number of support staff on the floor at any one time _______ __Offer complimentary trial membershops Once this information is ascertained and your staff member feels the facility is clean, large enough, and the spa manager seemed professional ... the next step is a meeting. During this meeting you want to make it perfectly clear that the intention of this alliance is a win-win for both facilities and that you will continue to do your part once they do theirs. DURING YOUR MEETING WITH THE SPA DIRECTOR DISCUSS THIS ALLIANCE AS FOLLOWS: Why an Alliance? _ Direct Our Patient廣 To Your Facility Two Week Complimentary Pass _ Direct Our Workshop Attendees To Your Facility Door Prize is a Two Week Pass _ Offer Your Members a Complimentary Evaluation Value from $75-100 Note given to members for Tax write-off _ On Call For Bi-Monthly Pain Clinics or Wellness Sessions Members can meet us at scheduled times, or we can set up a booth _ On Call For Monthly Workshops Either Mornings or Evenings _ Training of Your Staff on the Spine and Risk Management Workbooks provided Reduce Spa廣 liability concerns with your office evaluations _ Your Staff Invited To Health Fairs In 1995 we plan on doing many of these _ Your Staff May Discuss Fitness During Our Patient Workshops We have an active educational programs You want to impress them with your level of activity. Yes, you will tell your patients about their facility and offer them a one or preferably two week free pass. But, you want them to send new members to you. Also, you want to provide educational workshops in their facility, and have on-going clinics and/or screenings. During your Community Workshops you can conclude with a door prize. I use a nerf ball for Carpal Tunnel Exercises and a number of them have a red dot. The people with the red dotted nerf balls win the door prize. It can be a free membership to the health spa for a week or two, a cervical pillow, etc. Keep the talks interesting with these give aways, the health spa will love you for your referrals from whatever source.