Best attempts at pitching veterinary products (and some fails)
Bash Halow has seen the good and the bad in the exam room.
Simple question: Do you like being told "no" repeatedly as you make a product suggestion? Right-most people don't. Well, Fetch dvm360 conference speaker Bash Halow, LVT, CVPM, is somewhat to blame for putting you in a bad position-literally-when making the offer.
As someone responsible for the series of questions, including the product pitch, asked in the exam room, he says a bad offering comes down to body language. If your back is to the client while you ask whether the want flea medication, for example, you may indicating that they don't even need the stuff.
- Compliance commandments:
- Getting clients to take recommendations seriously.
- How can new associate get to 'yes' with veterinary clients?
You're getting this wrong when it comes to parasite preventives.
"They're signaling without even knowing it that client is going to shut them down," he says. "It ends up being a self-fulfilling prophecy."
You really need to watch his demonstration below.
As for the best type of product pitch, Halow says be the honest, caring person you are. Here he shares a comment from one of his sessions where an attendee told the class how she does it.
"The first thing she said is 'I listen and I tell the that I care about what's going on. And then I make a recommendation,'" he says.
Halow emphasizes that the recommendation shouldn't be the first thing. Only after hearing the client and understanding their needs can you truly give guidance.
Watch the video for more.