VetCoach

Lesson 5: Need More Clients? Part 4

TIPS - The Ideal Practice System

Do You Really Need More Clients?

...Or do you need to stop pre-judging what a client is willing to pay?

Actual Letter from a Pet Owner

“Our two parakeets got sick, and we lost one. They are my 6-year-old daughter's pets, so it was rough. I rushed the surviving bird to an avian specialist recommended by my veterinarian.

At first I felt so much better sitting in the waiting room with our sick bird...knowing that I couldn't handle the situation and feeling so grateful that I was able to bring our pet in for emergency care.

The staff and vet came across kinda cold. In fact, the doctor gave me a "low ball" recommendation right off the bat. I inquired further, but he kinda blew me off saying that they could perform additional services, but that it would be really expensive.

On the registration form, I had even checked the box that asked if I considered my pet a “member of the family.” Yet, I felt the veterinarian was actually discouraging me from providing my pet with more in-depth treatment.

Maybe from his perspective the doctor was trying to do what he could for the least amount possible, but the impression I got was that he didn't think it was WORTH the effort.

If he could look into my daughter's eyes and see what this pet means to her, he wouldn't think twice about whether it was WORTH the effort.

It was a very hard day, but I persisted until I received more than the "low ball" symptom care. Still, I left the office that day feeling uninformed and uncertain about whether or not my pet had received the best possible care.

I bought a new cage, toys, and treats...everything I could think of that might make our bird "feel better," even though I didn't know if he would survive.

Fortunately, Tinky Winky (yes, that's his name) recovered.

And it surprised me to reconnect with the depth of love we have for our little bird, and the lengths we were willing to go to better his quality of life.”

Dear Doctors and Staff,

We hear stories like this one from pet owners all the time.

Veterinarians are frequently focused on the cost rather than on their product. The true veterinary product has more to do with people than animals. The true veterinary product is transformation.

Every day, you have the opportunity to transform pet owners' lives by helping them connect with and do what's best for their animals.

Steps to Helping Transform Pet Owners' Lives

Remember how an animal transformed your own life, and look for ways you can help in the transformation of your clients' lives.
Stop pre-judging pet owners' willingness to do what's best for their animal.
Stop assuming that the relationship pet owners have with their animals can be replaced simply by buying a new pet.
Start listening to your clients and give them what they want - an opportunity to upgrade their lifestyle through the well-being of their pet.
Celebrate and talk about the miracles of healing and transformation that occur daily in your clinic.

Ask Yourself:

What is the value of a healthy pet to an 8-year-old boy with his first puppy?

What is the value of a healthy pet to that 8-year-old boy's mother?

What is the value of a healthy parakeet to a mother and daughter who consider it one of the family?

Priceless...

Focus on the Upper End of the Leash

When you focus on clients, you will naturally be open to how you can meet their needs, wants and desires. You will listen more thoroughly, relate better and communicate more successfully. Client Compliance will become the norm for you - not the exception.

Fill in your email address below to receive our
FREE Practice Tips Newsletter.

Drs. Vickie & Bryan

Know a friend or colleague who would like to "Stop Being a Slave" to veterinary practice? If so, click here and send them an email message letting them know about our Free Practice Tips e-newsletter.