• DVM360_Conference_Charlotte,NC_banner
  • ACVCACVC
  • DVM 360
  • Fetch DVM 360Fetch DVM 360
DVM 360
dvm360 | Veterinary News, Veterinarian Insights, Medicine, Pet Care
dvm360 | Veterinary News, Veterinarian Insights, Medicine, Pet Care
By Role
AssociatesOwnersPractice ManagerStudentsTechnicians
Subscriptions
dvm360 Newsletterdvm360 Magazine
News
All News
Association
Breaking News
Conference Coverage
Education
Equine
FDA
Law & Ethics
Market Trends
Medical
Politics
Products
Recalls
Regulatory
Digital Media
dvm360 LIVE!™
Expert Interviews
The Vet Blast Podcast
Medical World News
Pet Connections
The Dilemma Live
Vet Perspectives™
Weekly Newscast
dvm360 Insights™
Publications
All Publications
dvm360
Firstline
Supplements
Top Recommended Veterinary Products
Vetted
Clinical
All Clinical
Anesthesia
Animal Welfare
Behavior
Cardiology
CBD in Pets
Dentistry
Dermatology
Diabetes
Emergency & Critical Care
Endocrinology
Equine Medicine
Exotic Animal Medicine
Feline Medicine
Gastroenterology
Imaging
Infectious Diseases
Integrative Medicine
Nutrition
Oncology
Ophthalmology
Orthopedics
Pain Management
Parasitology
Pharmacy
Surgery
Toxicology
Urology & Nephrology
Virtual Care
Business
All Business
Business & Personal Finance
Hospital Design
Personnel Management
Practice Finances
Practice Operations
Wellbeing & Lifestyle
Continuing Education
Conferences
Conference Listing
Conference Proceedings
Resources
CBD in Pets
CE Requirements by State
Contests
Veterinary Heroes
Partners
Spotlight Series
Team Meeting in a Box
Toolkit
Top Recommended Veterinary Products
Vet to Vet
  • Contact Us
  • Fetch DVM360 Conference
  • Terms and Conditions
  • Privacy
  • Do Not Sell My Information
  • About Us

© 2023 MJH Life Sciences and dvm360 | Veterinary News, Veterinarian Insights, Medicine, Pet Care. All rights reserved.

Advertisement
By Role
  • Associates
  • Owners
  • Practice Manager
  • Students
  • Technicians
Subscriptions
  • dvm360 Newsletter
  • dvm360 Magazine
  • Contact Us
  • Fetch DVM360 Conference
  • Terms and Conditions
  • Privacy
  • Do Not Sell My Information
  • About Us
  • MJHLS Brand Logo

© 2023 MJH Life Sciences™ and dvm360 | Veterinary News, Veterinarian Insights, Medicine, Pet Care. All rights reserved.

Firstline Live 2009: The psychology of phone shoppers

August 30, 2009

Understanding the brain's inner-workings will help you convert potential clients into perpetual ones.

Psychology has a lot to do with how to get phone shoppers in your door. Dr. Jim Kramer, CVPM, told the Firstline Live audience today that the concept of anchoring is important to helping clients understand the value of recommendations.

Anchoring works like this: People assign a certain worth to a service or product based on what information they learn first. So if they're told about price first, they judge the item based on its cost, says Dr. Kramer, owner of Columbus Animal Hospital in Columbus, Neb. If they're initially told about performance, they'll judge based on how well the attributes of the product or service live up to their expectations. And that's where you want phone shoppers to focus.

Advertisement

By simply explaining why your service or recommendations are valuable before you name the price, you've trained phone shoppers-and clients-to value your service because of its performance rather than its cost. In other words, you've anchored them to consider merit over money. This allows phone shoppers to focus on why your offerings are best for their pets rather than getting hung up by price. And that's the best part: You're helping more pets get top-notch care and you're bringing more clients into your practice.

Related Content:

Technicians
Veterinary tech students awarded national scholarship
Veterinary tech students awarded national scholarship
AAHA seeks applicants for its board, including for a newly created veterinary technician role
AAHA seeks applicants for its board, including for a newly created veterinary technician role
A technician’s true value
A technician’s true value

Advertisement

Latest News

Thriving when life is hard

Hospital design expert shares his favorite design element

Updated EquiTrace app integrates wth HISA Portal

San Francisco SPCA receives $100k grant from San Francisco Foundation

View More Latest News
Advertisement