Last month, we featured an article by Dr. Andy Rourk in which he posits, “Stop abdicating our (DVM) position.” One of the main tenets of the principles of influence is authority. As a DVM or vet tech, you are the authority and it is time to start using it and the other principles to influence your customers and increase your hospital’s patients’ levels of compliance.
Source: influenceatwork.com, February, 2012.
People respect authority. They want to follow the lead of real experts . . . Giving the appearance of authority actually increases the likelihood that others will comply with your request.
INSIGHTS: Rather make a recommendation, position compliance as a NEED. It is not the owner that needs to comply. It is the pet who needs compliance. Consider these two statements: “I recommend a monthly heartworm preventative.” or “Rover needs a monthly heartworm preventative.” Which one sounds more authoritative?