4 ways to show clients the value - Firstline
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4 ways to show clients the value
A tightly honed message helps ensure clients see the value of your care and follow your advice—two important steps on the path to making sure pets live long, healthy lives.


FIRSTLINE


3 Offer hospital tours

Clients must see your quality equipment and facility to grasp the expenses associated with their pets' care. So offer tours of your space, including your hospital ward, surgical, and radiograph areas. Take dental care. Show clients your digital dental radiograph unit, the anesthetic machine, and the monitoring equipment. And tell how a pet dental cleaning differs from a human one to drive home the reasons behind the costs.

4 Help pet owners pay

Has a client ever said, "I only pay $20 when I take my daughter to the pediatrician. Why do veterinarians charge so much?" Answer by providing an itemized treatment plan that shows every element—and its cost— in a procedure. Go further by teaching clients ways to keep the care affordable, like pet insurance. Explain that insurance helps financially prepare for changes to pets' health. Using pet insurance for wellness care saves money in the long run by preventing future medical problems. And helping pets live long, healthy lives is a value clients will truly understand.

Brenda Tassava, CVPM, is hospital administrator at Broad Ripple Animal Clinic and Wellness Center in Indianapolis. Send questions or comments to


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