Veterinary Economics - February 2012 - (Page 28)

7 WAYS to give recommendations Feeling tongue-tied when clients refuse dental treatment for their pets? Here’s a mouthful of ideas on how to emphasize the importance of complete oral care. BY LaURa McLaIN, dvm itsy is a 6-year-old Shih Tzu visiting your clinic for her annual wellness exam and vaccinations. On her physical exam, you note halitosis, dental calculus, gingivitis, and mandibular incisor mobility. You launch into your spiel about scheduling a professional dental cleaning, oral assessment, and treatment, and you ask your technician to prepare an estimate. How do Mitsy’s owners respond? A. “But last time she had her teeth cleaned at El cheapo animal clinic, they only charged $80.” B. “I’ve had dogs all my life. They’ve never had their teeth cleaned, and they did just fine.” C. “My neighbor took her cat in for a dental procedure, and it died from the anesthetic.” D. “No, thanks. My groomer brushes Mitsy’s teeth when she gets a haircut.” E. “OK, when should we schedule that?” In a perfect world, clients would respond with E, but you most likely get answers a through D. after all, we as veterinarians understand the importance of comprehensive dental care for our patients, but how well do we convey that to clients? Whether we call it a “dental,” a “comprehensive oral health assessment and treatment” (cOHaT), or client relations M 28 Veterinary economics ❘ February 2012 ❘ dvm360.com George Doyle/Getty Images http://www.dvm360.com

Table of Contents for the Digital Edition of Veterinary Economics - February 2012

Veterinary Economics - February 2012
Contents
Checking In
Get in Touch
Mailbox
Practice Management Q&A
Practice Tips
Click & Copy
Can This Practice Be Saved?
7 Ways to Give Dental Recommendations
Modernize Design, Maintain Clients
Marketplace
Hot Button

Veterinary Economics - February 2012

http://digital.dvm360.com/nxtbooks/advanstar/vetec_201302
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201301
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201212
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201211
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201210
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201209
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201208
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201207
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201206
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201205
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201204
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201203
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201202
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201201
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201112
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201111
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201110
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201109
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201108
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201107
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201106
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201105
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201104
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201103
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201102
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201101
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201012
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201011
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201010
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201009
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201008
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201007
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201006
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201005
http://digital.dvm360.com/nxtbooks/advanstar/Vetec_201004
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201003
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201002
http://digital.dvm360.com/nxtbooks/advanstar/vetec_201001
http://digital.dvm360.com/nxtbooks/advanstar/vetec_200912
http://digital.dvm360.com/nxtbooks/advanstar/vetec_200911
http://digital.dvm360.com/nxtbooks/advanstar/vetec_200910
http://digital.dvm360.com/nxtbooks/advanstar/vetec_200909
http://digital.dvm360.com/nxtbooks/advanstar/vetec_200909_v2
http://digital.dvm360.com/nxtbooks/advanstar/vetec_200908
http://digital.dvm360.com/nxtbooks/advanstar/vetec_200907
https://www.nxtbook.com/nxtbooks/advanstar/vetec_200906
https://www.nxtbook.com/nxtbooks/advanstar/vetec_200905
https://www.nxtbook.com/nxtbooks/advanstar/vetec_200904
https://www.nxtbook.com/nxtbooks/advanstar/vetec_200903
https://www.nxtbook.com/nxtbooks/advanstar/vetec_200902
https://www.nxtbook.com/nxtbooks/advanstar/vetec_200901
https://www.nxtbook.com/nxtbooks/advanstar/vetecon-hd0607
https://www.nxtbookmedia.com