Veterinary team members frequently anticipate client objections to treatment recommendations before the conversation gets started, writes Wendy Hauser, DVM. She offers proactive recommendations to help handle money discussions, including team training.
Source: Today’s Veterinary Business, February 2020. Link.
A disconnect can arise between pet owners and veterinary teams when clients don’t understand the benefit behind medical recommendations, are financially unable to accept the recommendation or have a philosophical difference of opinion about what is best for their pet.
Also see: Understanding and overcoming client economic limitations, VetVine. Link.
In this 4-part series Dr. Wendy Hauser examines how animal care providers can understand and use the techniques discussed to manage client financial expectations and overcome economic limitations.
Registration required. Earn up to 1 hour of AAVSB RACE, NY State and NJVMA-approved CE credit.
INSIGHTS: Personally, a lot of my apprehension about lifetime care costs for our dog were eliminated when making decisions about having a wellness plan or pet insurance. Although not assisted by a veterinary team member, life experiences with the stuff that happens to pets allowed me to coach myself and determine how much risk I wanted to take out of pocket compared to being covered under a plan.