Increasing your client base

Increasing your client base

Jan 01, 2006

Q My practice has a steady client base, but we'd like to increase our new clients. What's the most effective way to grow?

"There are three sure-fire approaches to grow your client base and attract the types of clients you want," says Veterinary Economics Financial Editor Cynthia Wutchiett, CPA, president of Wutchiett Tumblin and Associates in Columbus, Ohio.

1. Convert callers into new clients. "The first contact any caller has with your practice is with your front-desk team, so before you spend one more dollar on external marketing efforts, invest money and effort in your front-office staff," Wutchiett says. Hire the most qualified, mature, educated, compelling, and friendly people, and then develop a training program so they are very knowledgeable.

2. Ask to schedule an appointment. "Our research shows that while many receptionists get good marks on friendliness, helpfulness, and knowledge, less than 10 percent pursue the appointment," says Wutchiett. "Even if the caller is just asking about prices, the chances of turning that caller into an active client are much greater if you just ask."

Cynthia Wutchiett
3. Ask current clients to refer friends and family members to your practice. "Word-of-mouth promotion is a very persuasive form of advertising," says Wutchiett. "So develop programs that encourage clients to refer new clients to your practice. A simple thank-you card is also a great way to reinforce your appreciation."

Hot topics on dvm360

Veterinarians: Your clients are going to Google with these cat questions

Search engine shares the top 10 questions people asked about dogs and cats in 2014.

Vetcetera: The complex topic of canine fear-related aggression

A guided tour of resources for addressing this popular and complicated subject, featuring advice from Dr. John Ciribassi.

Reality TV and the veterinarian: Discussing mainstream dog training advice with clients

Your clients may be getting behavior advice from cable TV. Get your opinion in the mix.

Blog: Election results pose obstacles for veterinary prescription law

Flip in U.S. Senate's majority may slow progress of Fairness to Pet Owners Act.

7 steps to a better relationship between veterinarians and rescue groups

A DVM in the city shares his advice to veterinary practices for working with rescues.