Some pet owners simply don’t believe heartworms are a risk for their pet. Erika Ervin, CVT, discusses how she approaches non-believers. Whether it is lack of knowledge, money or misinformation, heartworm protection remains critically important for dogs and especially cats.
Source: FIRSTLINE, May 13, 2018. Link.
At the end of the day, the only way to gain credibility with pet owners is to discover what they value most and use that to formulate the best response. This way you’ll resonate with what they find important and they’ll be more likely to trust and buy into your message.
INSIGHTS: Ervin explains the importance of understanding pet owners’ perspectives and presenting the heartworm story from it. Heartworm preventative manufacturers offer endless literature to help with this education. Consider engaging representatives to help your team learn how to handle owners’ objections.