Do you avoid selling dentals? Does your staff avoid doing dentals?
Dentals should not be a sore spot at your clinic but rather an easy way to grow business during possible slow times or create annual appointments.
Reasons your staff may fear selling dentals:
- Clients fear the price of products
- Clients assume you are only trying to upsell products rather then looking out the best interest of your pet
Here are a few tips on how to sell dentals to your clients:
Understand the client
- Talk to them about their pet and answer any questions they may have
- Read the client: do they want answers now or do they want to take it slow and learn all the facts before purchasing
Educate them on the problem
- Talk to them about a problem
- Draw a picture or us a diagram/model
- Show them on the patient
- Describe possible complications (heart disease, etc.)
Talk about benefits and consequences
- Don’t just tell them the benefits but mention what can happen if they don’t do this treatment or choose to wait to long
- Benefits of dentals include fresher breath, eating without pain, etc.
- Negative effects if they avoid them, could make dental disease worse, infection, etc.
- Ensure them you are looking out for their pet (not upselling)
- Instead of using veterinary terms, explain to them how their pet will be treated during the treatment and answer any questions they have
- Addressing these questions is important:
- Who does the procedure?
- What happens during the procedure? Mention any medications that may have to be used during/after the procedure
- How long it will take and when will they will be contacted?
- How are pets are monitored during procedure?
- Talk about the cost in a price range
