4 winning plays to defend your veterinary practice revenue
Revenue growth has been nonexistent or in decline for many veterinary practices across the country, and Well-Managed Practices haven't been immune from this trend. However, they've done better than the norm.
What's their secret? It's not razzle-dazzle flashiness or wild Hail Mary passes. Rather it's gritty, grind-it-out performance day after day. Basically, these practices pay attention to patients' routine healthcare necessities and find creative ways to keep care affordable for clients. You can do the same in your practice by following these four game-winning strategies.1. CREATE CLIENT-CENTRIC EXPERIENCES
Yes, it's easy to go on autopilot in the exam room—especially when this is the sixth time today you've explained the importance of heartworm and flea prevention or discussed why it's not a good idea to delay the dental prophylaxis any longer. These days, however, you simply can't afford to coast. Every time you're about to step into the exam room, take a moment to refocus your energy on this particular client and patient. Look at the chart and note a couple of unique characteristics about this pet and owner. Then mention them during the visit.
The bottom line is that you want your clients to receive care that's relevant to them, custom-built for their pet, and different from what they can get anywhere else. Rather than talking throughout the appointment, try pausing for a few minutes at appropriate moments so you can listen—truly listen—to what your clients are saying. Make the experience about them. Being strongly present with each client and each patient creates inspiration in pet owners. Inspiration creates magnetism. And magnetism gets your clients to "yes."