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7 Ways to Grow Sales for Flea/Tick Preventatives and Testing

Did you know that 77% of pet owners would buy products that you recommend? The majority of patients leave your hospital without flea and tick protection—71% of dogs and 86% of cats, according to a 2014 Communication Solutions for Veterinarians’ study. If clients leave without 12 months preventatives, you could be missing $200 or more per transaction.

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Getting More Clients to Accept Dental Treatments

Your team’s ability to confidently explain the dental diagnosis, treatment and fees will determine whether clients accept needed medical care. The average dental case totals $427, according to the AAHA Veterinary Fee Reference, 8th edition. Get scripts on how to present dental treatment plans so clients say yes.

10 tips to improve your staff's communication skills

When you communicate with confidence, more clients will accept the care that their pets need. Here are excerpts from my new book, “101 Communication Skills for Veterinary Teams: Speak with confidence over the phone and in exam room conversations.” Share these scripts with your team so you can be effective communicators.

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4 Easy Tips to Convert Phone Shoppers

When a phone shopper calls your clinic, does a confident employee answer the phone? If she hangs up without scheduling an exam, she could be costing your clinic $6,000 per month in lost opportunity. Here are four tips to convert phone shoppers into new clients.

Speak with confidence in client conversations

Employees’ ability to speak with confidence affects perception of value and client retention and recruitment. The client-service team is your practice’s most valuable business asset, so train employees to project confidence during every conversation. Here’s how.

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Creating the client experience for dentistry

Although your team recommends the best medical care for pets, sticker shock may prevent some clients from accepting dental treatments. The average dental case is $427, according to AAHA Veterinary Fee Reference, 8th edition. To get more clients to accept dentistry, we must communicate its value. Here’s how you can create a great experience for dentistry that makes clients smile.

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How to avoid sticker shock at your veterinary hospital

Have you ever slapped a client? You probably have and didn’t realize it. While shadowing an appointment during a consultation, I observed a receptionist at the front desk. She said, “That will be $302 today,” and slapped the client with sticker shock. “Wow! That’s as much as my car payment,” the client exclaimed. When asked about price, 34 percent of clients say veterinary care is higher than they expected, according to the Bayer Veterinary Care Usage Study. Every team member influences perception of value. Here are ways you can turn the smack of price into satisfied clients.

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Revitalize reminders and watch income rise

While you can’t predict when pets will become sick or injured, you can anticipate when they’ll need preventive care. Exams, diagnostics, vaccines, therapeutic diets, and parasite preventatives are renewable services that generate 38 percent of revenue. Reminders drive future visits. As a practice consultant, reminders are the top business growth strategy that I overhaul. Too many hospitals take the approach of “that’s the way we’ve always done it” and aren’t adapting reminder methods based on today’s trends. Here are proven strategies to revitalize your reminders and watch income soar.

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How to introduce a new product in your clinic

Although the flea/tick category saw 15 new entrants between 2011 and 2012, manufacturers know veterinarians’ recommendations drive consumer demand. Last winter was the fourth warmest winter on record and prolonged the need for flea and tick products. Before expanding pharmacy shelves, veterinarians need to evaluate whether a new drug meets the medical needs of their patients or fills a void, set pricing strategies, and create marketing plans.

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Selling the value of diagnostics

Since 2007, Ellie has taken NSAIDs to manage her arthritis following two knee surgeries. The 11-year-old black Labrador retriever gets a drug-monitoring test every six months. When Dr. Peter Brown of Chuckanut Valley Veterinary Clinic in Burlington, Wash., reviewed Ellie’s latest test results, he used IDEXX’s VetConnect® Plus to see trends over time. Ellie’s liver values had been steadily increasing and were now at the top of the normal range. Dr. Brown sat next to the client, showing her graphs of Ellie’s changing liver values on his iPad. He discussed adding a liver supplement and plans to recheck blood work next month. From his iPad, Dr. Brown shared lab results to the client’s online pet health page. “While she was still at our clinic, an alert on her phone indicated she had new lab results shared,” says Dr. Brown. “Now she can share results with the rest of the family at home.”

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A 2012 State of the Profession study found diagnostics make up 18% of practice income with growth to 20% anticipated in three years.  With persuasive conversations, technology tools and effective reminders, you can get more patients the preventive diagnostics they need. Here’s how.

Veterinarian examining a dog

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