Make it personal and make it match your market

As you have probably heard me say before…I owe more to article writing for the success of my wellness practice, and many opportunities that have stemmed from it, than any other form of marketing.

You might be one of the members of my consulting and membership site who can say the exact same for your practice…. or you might be one of the many who hear me constantly talk about the power of article writing, and leave it to the ‘someday’ category.

In any case, whether you do or don’t, this little lesson goes for EVERY part of your marketing...make your message personal and make it a match with your readers.

In our little corner of the world, here in SW Michigan, I have been writing articles in the local paper for years (since 2008 with a couple year break in between.)

This has led to the “where do I know you from” on a weekly basis when I meet someone new.

I write the articles to educate, as well as weave them in to promotions (like the ones I...

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The Only Ways Drug Induced Nutrient Depletions Sell

As a pharmacist, if you are anything like me, when you first learned about Drug Induced Nutrient Depletion’s, it was an Ahhh Haaa moment like no other.

In my case it was from the horse’s mouth during module 3 of my certification in clinical nutrition training which Jim LaValle taught.

I have always been a “vitamin taker” and I have always been a contrarian to the casual prescribing and treating medication side effects with more medications- so for me this was an intellectual holy grail to hold on to.

To a natural pharmacist mind, it seems like a slam dunk…”your medications cause you to lose THIS…so you need THIS to maintain your health”, right?

But have you noticed, this is not always the case?

Have you implemented a program, either through your dispensing process or front store marketing based on drug induced nutrient depletions…with less than stellar results?

If you have answered yes, I am willing to bet it’s all...

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Inhibition of K2 by Drugs and Vegetable Oils The Real Reason Behind Diabetes and Cardiovascular Disease?

As pharmacists we have seen a dramatic increase in statin drugs over the years, as well as dramatic increases in diabetes, weight gain, muscle aches and pains, along with depletion of Coq10 and now vitamin K2.

Research has shown that vegetable oils also inhibit natural production of K2, and knowing how prevelant they are in the standard american diet, our nation is set up for even greater k2 depletion.

Vitamin K2 activates proteins that are made in different organs in the body—clotting factors in the liver, osteocalcin in bones and Matrix Gla Protein (MGP) in the vasculature. These proteins help coagulate blood, bind calcium to the surface of bones and keep calcium from depositing in the arteries and soft tissues.

K2 has shown profound benefits for metabolic, cardiovascular and bone health. One study shown how it reversed the calcification of arterial plaques in postmenopausal females, while popular “heart healthy” drugs such as the cholesterol lowering statins...

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The most important ingredient to becoming the 'obvious expert'

Some of you are the obvious expert, and some of you want to and should be the obvious expert in your market...and when you are, it makes all the difference.

Last week I shared with you my ‘business mantra’ I like to remind myself of to ensure healthy business growth.

Let’s refresh, and in all honesty, I left one out, specific knowledge, which I want to share with you today.

Business is a game of who communicates best, solves problems, adds value, maintains specific knowledge, and acts now, wins!

It literally is that simple.

If you break your business down to these 5 components…you cannot go wrong.

Last week I covered two areas; problem solving and adding value. The problem solver is a no-brainer, it’s something that we have been trained very well on as pharmacists. Problem solving is the most basic thing you can do to de-commoditize yourself in your practice.

But we can do more, right?

Then I talked about continuously adding value, this is what turns a...

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How to Double Your Paying Audience on Complementary Services

Looking at wellness…there are basically two options. Selling through consults, or selling through recommendations at your pharmacy and your marketing.

As you probably know, my practice developed from providing one-on-one consults and then to focusing on quick point and shoot recommendations and a marketing program to augment, which I based my members consulting and marketing program on.

Which is best for you?

It’s all about the customers, as in anything in our business.

If your customers are like my customers…and everyone else’s customers, then the answer is BOTH!

…That is if you want to be firing on all cylinders and create a successful practice resilient to competitive attack.

There are some people who will prefer coming to the pharmacy, asking you questions, taking your direction and purchase products.

Then there are others who want that one-on-on attention and will gladly pay for your consulting advice, and be guided in a more customized...

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Salmonella Found In Nature Made Vitamins

Remember the Ford marketing campaign that helped turn around their company as more and more people were graviting toward Japanese automobiles, Quality Is Job 1?

Quality is an aspect of value found in almost every industry, especially nutrition. And fortunatley, pharmacists and practitioners like us can give our clients the highest in quality through practitioner grade supplements.

It is estimated that 40 to 50% of the final retail cost of a nutritional supplement is due to the extensive testing that is done to ensure quality.

So you have to wonder...how does salmonella make it into a vitamin, go un-noticed, and make it to the retail shelves?

My gues...they are not testing to ensure that quality is Job 1.

This is what happened with what is referred to as the #1 supplement line recommended by pharmacists, Nature Made.

Dietary supplement maker Pharmavite is recalling several of its vitamin products, including some of its adult gummies, due to a possible contamination issue.

...

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The Factor That Takes “Problem Solving” To The Next Level

I remember years ago when I went for primary training at PCCA, one of the messages that I walked away with was that as compounders, we are problem solvers.

And this is so true…to this day problem solving is part of my business mantra…

“Business is a game of who communicates best, solves problems, continually adds value, and acts now…Wins!”

As you see, I have 4 keys to this mantra, and as they are all equally important, I would like to highlight one in particular that takes problem solving to the next level- continuously Adding value.

Think about it- where solving a major problem for someone is an amazing thing, it can be a one hit wonder for them, just a one-time shopping experience.

But continually adding value you are creating a customer, and business for life.

Continually adding value keeps people coming back for more. Only focusing on solving problems, you may be a hero today, but gone tomorrow.

And let’s be honest. Allopathic drugs are a...

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Sometimes you learn amazing things…at bars

I learned a couple of lessons about marketing and business building at a tiki bar on Sunday. It’s things most of us already know, but those things that are so easy to overlook, but quite impactful to your business.

Long story short, a friend of ours, Kevin Henry, was doing his 10,000’th live show at the new hotel and bar in town. It’s a great place, right on the St Joseph harbor, just down from the lake.

Kevin will tell you he has not had a real job since sometime in the 80’s and makes his living playing Jimmy Buffet and other singer songwriter tunes that help people ‘escape’, all throughout the year here in W Michigan. Kevin is literally the best drink salesman I know, without ever suggesting someone should buy a drink- that’s salesmanship!

This brings in lesson #1

Provide the atmosphere congruent to automate sales of what you sell

This is how we designed our pharmacy. We knew we were going to be the natural pharmacy and compounding center,...

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How to grow your practice like the Japanese Automotive Industry

Do you remember a few decades ago, maybe less, when there was a prevailing belief that Japanese cars were much more reliable than American automobiles?

Actually, it was not as much of a belief as it was a fact, and Japanese vehicles continually shown to get more miles in their lifetime, with less needs for repair.

This was an interesting turn of events, especially since it was American automakers that spurred the industrial revolution.

Fortunately, not only has U.S. car makers turned things around, it seems the auto-industry at large has. It’s an interesting story on how it got this way…and something that can do great things for your practice.

And to be honest, I have been a loyal Nissan driver since switching from VW in the early ‘90’s.

Have you heard the story of how Japan become a world leader in manufacturing, and gained such a reputation for quality? It’s quite interesting.

In 1950, General MacArthur was frustrated with the war-ravaged Japanese...

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Inositol and ovarian function

You have probably heard of the benefits of inositol for mood related disorders; from depression, to OCD, and more.

But did you know that inositol can be very effective for ovarian health?

This can be an important consideration in working with a patient…here’s why.

I recently had a patient, whom we were using inositol as part of a womens ovarian health protocol, take the inositol as recommended at 1 scoop twice daily. Inositol has shown to promote healthy ovarian function, has been used in issues of trouble conceiving, maintains healthy LH, FSH, androgen and insulin levels.

The patient is a peri-menopausal, still regular menses, as many do have been noticing irregular flow of menses from time to time over last year or so…but this cycle through her for a loop. After looking at all lifestyle issues, hormonal usage, stress, thyroid, etc. her lengthy, and very active menses and flow we surmised to be due to the inositol.

Just a tid bit of information, if you find...

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