Are you a dedicated vet working in an animal healthcare center? Hats off to you! You're part of a select group that gets to interact with animals daily while earning a substantial income. It's quite common for veterinarians to become concerned when a majority of their patients bypass additional services. If you're experiencing this, remember, it's not a reflection on you or your team. The simple truth is, most pet owners aren't clear about what additional services or products they should invest in to keep their pets in peak health and contentment.
To assist fellow veterinarians, let's delve into the mindset of a typical pet owner. Many only come in for vaccinations or standard check-ups, mostly because these procedures are quick and relatively inexpensive. However, if you want to enhance your services and revenue, start by suggesting additional services beyond the regular vaccinations and de-worming treatments. It's essential, though, to ensure your clients don't end up making impulsive purchases. So, instead of suggesting an exhaustive list of services or products, you might want to say something like:
“Hello, I’m Dr. XYZ, and I'll be taking care of your furry friend today. We recommend an Annual Health Screening to catch any potential issues early on and address them effectively, much like preventative healthcare in humans. Our trained vet technician will get started on this right away!”
After this, you can attend to the next client to avoid overwhelming them. Even though you are working with one client at a time, make sure to recommend services and products that have a higher likelihood of conversion.
Understanding your clients' perspective is critical for every vet. While you should avoid bombarding your clients with countless recommendations, focus on suggesting the services and products that are more likely to convert into sales. If executed correctly, you'll notice a considerable uptick in your revenue.