We understand what your days are like as an industry sales representative. We truly do. We know you're running from appointment to appointment, trying to make sure each practice has the tools and resources they need for managing pet wellness while running a thriving business.
Every day, you have goals on what to accomplish during vsiits… and your customers have their own daily gols and checklists as well. In each case (yours and theirs), it's easy to become overwhelmed with all the various industry materials, webinars, etc. Especially during peak seasons such as spring flea and tick season.
So — take a deep breath and know that we're here to help make life easier for you.
We're constantly scanning the veterinary industry to see what's out there, and then we make it 100% relevant to you, so you can succeed on your daily mission.
Today it's all about flea and tick prevention control — how to overcome this major hurdle for most practices.
You see, despite all the efforts to educate clients over the years, practices are STILL seeing advanced heartworm cases and tick-related diseases on a regular basis. This means pet owners aren't hearing the message, and pets are suffering when these problems could EASILY be prevented, as we all know. Maddening, right?
Luckily there's a terrific AAHA resource that may make the conversation MUCH easier for all members of the veterinary team. In case you haven't seen it, it's a guide called, "Three is Key: Assessment. Agreement. Action…. How Pet Lifestyle Discussions Drive Flea and Tick Control Recommendations."
Here’s why we like it as a tool you can use to prompt flea and tick control conversations during sales calls.
It introduces an easy-to-remember "Three is Key" protocol for the entire practice team:
It offers a refresher on fleas and ticks, the medical issues they can cause, plus life cycles and other background information. This information can be especially helpful for newer practice team members: new Veterinary Technicians, receptionists, etc. just to be sure they're fully up to speed on this category of pet care.
We also like the guide's Staff Roles and Responsbilities section, which spells out specific how-to tips for the:
- Veterinary Technician
- Office Manager
- Client Services Specialist
But, we especially like the specific Staff Scripts section. It offers suggested answers to common client questions, along with Myths and Facts about the ways fleas and ticks can cause pet illnesses. Basically it's a super handy cheat sheet for consistent, effective "lifestyle discussions" across the entire practice.
Now, why are we drawing your attention to this guide in such a focused way?
Because clinics are still seeing positive cases ALL THE TIME, and it's a shame. One practitioner told us last week, "I just finished treating one dog for heartworm, and yesterday I had to start treating another. I can't understand why clients aren't protecting their pets."
In your role, when you point out this AAHA guide, you can help practices try a new approach so they may finally break through and make a difference to MORE clients.
Give it try and see how it turns out. You may find that flea-tick control products are on the upswing in your territory, more pets are being protected, and positive cases are being seen less often!