For more years than I can count, compliance has ranked as one of the top challenges facing the veterinary industry. When I saw this article on resiliency I thought it could easily be retitled, “Five Ways to improve your Compliance Messaging.” But, this only applies if everyone from the front desk, to the technicians, to the practice managers, to the DVMs, to the owners, to the distribution and manufacturers’ reps see themselves as part of the problem and therefore part of the solution.
Source: Professional Planner, May 4, 2016.
Any person in a selling (compliance) situation should be able to easily talk about what they sell (compliance); however, the trick is discussing why they sell it (educate). The truth is that selling (educating about) the features of a product that is familiar to a salesperson or business owner is relatively easy – but it won’t set you apart from the competition (non-compliance). If you can’t demonstrate the value of your service (compliance) to a customer, how you might solve their financial issues, and your point of difference, then you leave yourself open to being ranked according to the fees you charge.
INSIGHTS: You will need to do a little creative editing when reading this article. Where it discusses research, think client records. Where it mentions product or service, think compliance. And if sales or selling causes you to visualize the stereotypical used car salesman, substitute education or educating. Finally, don’t underestimate a strong call to action with an incentive to act today – the first step in building a habit and improving compliance.