Tip of the Month

Welcome to the Nutrition Entrepreneurs Tip of the Month

Three Keys to Powerful Networking

Your network is your net worth. @Portergale

Powerful statement isn’t it?

When you think about it, the networks we form as entrepreneurs really shape our career success.  The power to network successfully is certainly something every entrepreneur has inside of them because let’s face it, we rely on our own bread and butter to pay the bills.

Though I’m no pro, I will say the networks I’ve formed thus far in my career really helped to make the transition into full time self-employment that much easier.

Here are three key points I’ve picked up from past mentors coupled with lots of practice to really network like a pro!

  1. Know your audience (as much as you can).
    1. Do your research on an upcoming conference, trade show, etc. to see which potential clients or colleagues will be there you’d like to get to have the opportunity to get to know.
    2. Allow yourself the time to make a meaningful connection with at least 2 of the 5 names you came up with.
  2. Always say hello with a firm handshake.
    1. Set the tone by introducing yourself to strangers in the room with a firm handshake. No one wants their arm taken off, but showing you’re not timid is a great way to break the ice!
  3. Be genuine, be yourself.
    1. Be confident in who you are and what you’ve built in your business. Don’t under (or over) sell yourself, but rather develop a natural conversation with the other person.
    2. Try to pick up 1-2 non-business facts about the other person. Use this as a means to interact on a personal level when you send that follow up email saying how wonderful it was to meet them.

Sure, at the end of the day it’s our talent, passion and knowledge that will land us that client, but sometimes we all need that helping hand to get our foot in the door!

Elizabeth Ann Shaw, MS, RDN, CLT, Incoming Mentor Program Coordinator

Self-Promotion Made Easy

As a second career dietitian whose first career was in public relations, you’d think I’d find self-promotion easy. It’s not. It’s one thing to be an unbiased third party, it’s another thing when the business is YOU and you’re emotionally tied to it.

That said, once you’re used to it, self-promotion can actually be fun. Keep these following tips in mind:

1.       Know your audience. Where does your audience seek services such as yours? What do they read? What is their collective personality or sense of humor? I recommend using humor sparingly unless you really know your audience (and they know you).

2.       Don’t apologize. It bothers me when I see (often women) post things like, “Sorry for the self-promotion, but here’s a link to an article that quotes me about XYZ.” That’s the written equivalent of a child shuffling her shoes and not looking up to show pride in her perfect report card. Better to say, “I was so excited to be interviewed for this article on XYZ! Read what I have to say about it here: [link to article].”

3.       Enlist a friend or former clients. As the saying goes, “advertising is what you say about yourself; PR is what your mom says about you.” If you have something exciting to share, such as appearing on a television program, see if your colleagues will send it out to their networks. Client testimonials and LinkedIn recommendations also work wonders.

The most important tip is to be genuine and true to yourself and your business. Be proud of the work that you do, and don’t be afraid to show and share it! Indeed, your excitement and energy will carry through even written communications. If you’re not inspired by your business, then who will be?

Elana Natker, MS, RD, Director of Awards and Networking

 

Navigating the World of Health Care Payment

The scariest thing about being a nutrition entrepreneur is that you are entirely responsible for your income. That being said, information is power. The Academy of Nutrition and Dietetics has lots of resources to help us understand how to get paid in the current health care environment.

If you like webinars there are two that provide info on the impact of the Affordable Care Act on reimbursement found on Eatrightpro.org under Advocacy > Disease Prevention and Treatment > Access to Health Care > Affordable Care Act. The titles include The Affordable Care Act (ACA): What’s in it for me? and Reimbursement: New game, new rules. The learning objectives include:

·      Identify provision of the ACA relevant to your practice.

·      Develop strategies for leveraging these provisions to enhance / maintain / expand your services.

·      Utilize Academy resources to support your efforts to capitalize on these new opportunities.

For a treasure trove of info on getting paid, the MNT Provider Newsletter is a must read. This little gem is located on Eatrightpro.org under the heading News Center (on the upper right of the opening page). The MNT Provider includes articles on topics such as billing, coding and coverage, CMS updates and releases, practice and business management, health care reform, Medicare, Medicaid and private insurance reimbursement. The best part? It is free to Academy members!                                                                (           Click the month to go to the newsletter)

June 2016

            The future of Medicare payment: MIPS & APMs proposed rules - Five budget-friendly ways to reduce no-shows - Quality Payment Program website

May 2016

            Virtual assistant and the registered dietitian nutritionist - Recorded Webinar: "How to Integrate RDN in the New Primary Care"

April 2016

            Dual Eligibles: An Overlooked Revenue Source  - New HIPAA Audits to Target Healthcare Industry

March 2016

            Medicare preventive service utilization rises, yet still underutilized - Partnering with providers and payers to meet the needs of kidney patients

            CMS promotes MNT benefit during National Nutrition Month - New Medicare PQRS videos

February 2016

            Evidence mounts on effectiveness of medical nutrition therapy - Resources from the Nutrition Services Coverage Team - Tips for choosing a  

            professional biller - Medicare preventative services poster available - 2016 Medicare physician fee schedule now available!

January 2016

            RDNs in the New Primary Care: A Toolkit for Successful Integration - CMS announces new Accountable Health Communities Model

            Webinar: How to Integrate RDN Services in the New Primary Care - Alternative Payment Model (AMP) Framework, Final White Paper

Patricia Becker MS, RD, CSP, CNSC - Policy Advocacy Leader 

Be Social in Less Time

Love it or hate it, a strong social media presence is becoming a critical part of successful entrepreneurship. Though it’s “free advertising,” social media can be a time suck from which you never emerge. Here are a few tips to get the most out of the time you spend on Facebook, Twitter, Instagram and Pinterest.

1. Know where to focus. If you have tons of beautiful food photos, Pinterest and Instagram may be the best place to spend the most time. If you love sharing articles and other quick tips, Twitter is great. Facebook is a wonderful platform to interact with colleagues and local customers on a personal level, though the algorithms make it difficult for your Facebook business page posts to be seen by most of your followers.

2. Use Facebook groups for awesome sharable content. If you like to share great blogs and recipes and help fellow RDNs at the same time, Facebook groups will save you tons of time. By simply joining and participating in a few groups, you will have access to constantly updated content you can schedule for sharing at your leisure. The big bonus is that other people will share your posts as well. Check out Dietitians on the Blog, Dietitians Do Science on the Blog, The Recipe Redux, Bloggers Gonna Blog (not primarily RDs) and more.

3. Use scheduling programs to save time. Some are free, some are not, but scheduling tools are fantastic. By entering posts for Facebook, Twitter or Instagram on Hootsuite (for free), you can use their auto-schedule tool which determines the time the content should post. Others options are Buffer, CoSchedule, Klout, or Meet Edgar. Tailwind, Ahology or BoardBooster are all options for Pinterest. Research pricing and features to determine which will work for your business.

4. Use Google Analytics to determine where your referral traffic is coming from. This is incredibly important info to help you decide where to devote time and energy. If most of your visitors come from one or two sources, those are the places you may want to concentrate on developing more of a presence.

5. Set a timer! If you are like me, once you start, you may develop shiny object syndrome and suffer from the constant distraction of social media. You don’t need to check Facebook every time your phone dings, it will still be there. Allow yourself a certain amount of time per day to schedule posts and check out those of others. It’s helpful to use info collected by social media pros to determine the optimal times for sharing. When your time is up, it’s over, step away! Twitter will survive without you for a while.

Lauren Harris-Pincus, MS, RDN
NE Nominating Committee 2015-2016

Powerful Questions Make a Difference

During coach training at Coach U I had an entire class titled Questioning. Yes, there was an entire class devoted to asking questions!  I discovered that there is much to be gained from asking powerful questions and they are essential to good coaching. Discovery is the foundational intention of questioning. There are questions that deal with feeling, situations, intuition, serendipity, inquiry, thought-provoking, information, probing, option, why, rhetorical, reality-checking, focusing, reminding, integrity, goal-setting, prompting, solution, challenge, motivation, action, and encouragement. What a list to master!

I also learned that there are mistakes we make when asking questions which hinder the progress we expect to make with a client. Experiment with the following types of questioning in your practice:

A closed question is when it will be answered with a “yes” or “no” answer. You can change “Do you have any other options?” to “What other options do you have?”

Solution-oriented questions are pieces of advice with a question mark at the end. These questions start with “Should you, could you, will you, can you.” Change “Can you exercise more?” to “How could you involve other people in your exercise routine?”

Rhetorical questions are actually statements of your own opinion of the situation, which are often emotional or judgmental. Eliminating rhetorical questions requires a change in attitude toward the client. Instead of asking, “What were you thinking?”, ask “Could I be wrong about the situation? What am I missing?”

Leading questions are ones that subtly point the client to a certain answer that you want. “It seems like this option would feel good today, but the other would give lasting satisfaction. Which one do you want to choose?” doesn’t get the same result as “Which option will work best for you?”

“Why” questions tend to make people clam up because they challenge motives. When you pose a question like, “Why did you turn down the job?” you are asking the client to defend and justify their actions. The likely response will be the client gets defensive. It’s easy to rephrase questions to replace the “why” with “what.” In this case the better option is “What factors led you to turn down the job?”

Probing or broad questions are used to explore the client’s situation and gets more information out on the table. This forces the client to really examine what is going on. These questions can be answered in many different ways and tend to take you to what is most significant to the client. “What would you like to talk about today?” can result in the conversation going in a number of directions.

The bottom line, no matter what you do professionally, is that questions are part of our lives. Develop your questioning skills and see what a difference it makes.

Linda S. Eck Mills, MBA, RDN, LDN, FADA – Career Coach, 2014 -2016 NE Secretary

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