Brendan Howard put some good thought to using Naomi Strollo’s assertions on talking money with clients. By making the topic a team challenge, there’s an excellent chance team members will be more likely to be more effective at presenting options to animal owners.
Source: FIRSTLINE, January 30, 2019. Link.
. . . reflect, discuss and get greater clarity and open communication about what your shared goals are for patient care and client payment, and what you all do, and will do, to bridge the gaps. . .
Also see: Talk money without ticking off pet owners, FIRSTLINE, June 5, 2018. Link.
Empower your client service representative to manage some cost conversations
Also see: A journey to talking money without ticking off pet owners, FIRSTLINE, September 27, 2018. Link. Consider this useful algorithm <link> to help team members develop new communication protocols.
INSIGHTS: This is a great set of resources for practice owners and practice managers to use and replicate. Consider using an experienced sales representative to lead or moderate the discussion.