I have never met a vet who wants to feel like a “salesperson” and I totally agree! However, having observed and coached thousands of veterinary consultations, vets tend to adopt one of two distinct clinical orientations or 'strategies' when faced with symptoms which significantly impact their financial productivity. I call the first style is a Reactive clinical orientation whereby the vet tends to treat a presumed diagnosis. The second style is a Proactive clinical orientation whereby the vet prefers to confirm the diagnosis, then treat. So instead of encouraging vets to "sell" more, financial productivity (as well as client compliance) can be radically increased by understanding the relationship between a metric called our "diagnostic ratio" and our financial performance. To achieve this we need to be to communicate our diagnostic recommendations to clients in a way whereby they are perceived as “buying useful information” as opposed to “selling unnecessary tests”.
Presented by Dr Brian Faulkner BSc (Hons), BVM&S, CertGP(SAM), CertGP(BPS), MBA, MSc(Psych), MRCVS
Veterinary Consultant at Colourful CPD, Honorary Associate Professor Veterinary Business at University of Nottingham
Sponsored by Colourful CPD and BVRA
Presented at Singapore Vet 2019
Saturday, 12 October at 13:50 PM