Footprints = profits
Is two- and four-legged traffic light on your doorstep? Are new faces rare in your waiting room? Attract new clients with these easy-to-implement, practical techniques.
Mar 01, 2008
Let me share a few quick facts for your consideration. A mature veterinary practice is expected to:
1. Bring in 25 to 30 new clients per month per full-time veterinarian.
2. Retain at least 60 percent of its client base from year to year, and3. Add more clients than it loses.
Get referrals from your refer-ees
Do you refer clients to a groomer, boarding facility, obedience trainer, pet shop, or other animal-related business? Does that business then refer back to you? You can improve the frequency of those reciprocal referrals by strengthening your relationship with these pet care providers. It just takes a little schmoozing and educating. Here's how:
In addition to hosting visitors, you or a practice manager could call on these businesses as well. Bring along hospital brochures and business cards so they can pass them along to prospective clients. Then sit back and watch your new client numbers soar.
Increase your thank-yous
You already know you need to thank clients for referring other pet owners to your practice. But put yourself in their place: Wouldn't it be boring to receive the same old form letter every time? It's time to take your referral program to the next level.
It's easy to do. First, come up with a graduated list of rewards. Here's an example:
Note that the list of possible rewards on the left stops at nine. What do you do when a client makes 10 or more referrals to you? You make that person a "preferred client." It's your version of a frequent-flyer program. Invite preferred clients once a year to a client appreciation dinner, send them special newsletters, or hold an open house just for them. Let them know you appreciate them. They'll keep telling their friends, family—and even curious strangers—about their favorite veterinarian.