Perhaps, like me, you are a millennial who is introverted and gets nervous when speaking to clients. If so, it can be especially difficult when you are required to sell them products and services. Or perhaps you are more extroverted and having conversations with clients comes naturally to you. Regardless of your personality type, selling products and services at your veterinary hospital can sometimes be difficult. This could be because you fear the client is price-sensitive because they are curious about a product you don’t have experience with or anything in between. However, taking on more of a sales role does not need to be scary! Below are five sales tips to help you feel more confident when selling your optional vaccines, heartworm prevention, dog toys and more. Click To Tweet (Note: if you’re a practice manager or owner who manages millennial team members; you’ll want to read on)
#1 – Add value to what you are recommending
If you think about explaining your services to clients in a way that adds value to them, you will be selling them your services in an indirect way. When it comes to veterinary services, clients have options because there are often many veterinary hospitals in one area. They can also choose to shop online or at large retail stores for their pet products.
However, you can make your products and services stand out by taking the time to explain those services. If a client understands all that goes into a spay, for example, and why the price may vary as opposed to there being a simple, flat fee, you are adding value to that service.
#2 – Educate yourself to inject confidence in your recommendations
Perhaps you feel uneasy selling products and services to clients because you don’t know very much about them. Or maybe you are nervous about a client asking you questions that you don’t know the answers to. If you feel this way, take the time to learn about the products and services you offer, so that you can better engage with clients.
Ask your co-workers or conduct research online at home. You will be more confident when talking about your products, and clients will notice your confidence and knowledge. They are coming to your veterinary practice to get the best care for their pets and will often take advice because they view you as the expert.
#3 – Understand that clients likely want to buy the products they need from you vs. elsewhere
This point is so important. Don’t start telling them that the products you sell are cheaper at a retail store or online. After all, you don’t want to steer them away. Many clients want to get everything they need in one place, because it is easier for them.
Yes, the dog treats you sell may be more expensive than dog treats at Target, but understand that they likely know that as well! They are looking to you to sell them everything they may need so they don’t have to worry about it later. When clients purchase more items and services at your hospital, this creates greater client loyalty, which is crucial to a thriving practice! Click To Tweet
#4 – Add a unique or personal touch whenever you can
When selling a product or service to a client, think about ways in which that product or service is unique. Does your hospital have a unique way of doing surgeries? Does your hospital have a special way to help keep cats calm? Sharing what makes your practice’s approach different will shine light on your enthusiasm towards your workplace and will help your hospital stand out from the rest! It can also help to share personal stories.
Consider how you feel about the products and services you are talking to them about, and whether you have ever purchased them yourself. Tell a story about how your dog loved a particular food brand or how your cat bounced back wonderfully after a dental cleaning. Conversations like this can help you feel less nervous, while also adding value to your services.
#5 – Give clients a final cost after explaining the products and services you’re recommending
Even if they are looking for a breakdown of pricing on individual services or products, let them know the grand total. This will give you an opportunity to go into a little more detail. For example, even a basic service like an Intestinal Parasite Exam may vary significantly from one veterinary practice to another. In most cases, there are very justifiable reasons why services vary in price. If the client doesn’t have any additional information or education about the recommended service, then they will not have anything other than price to go on when making their decision about where to schedule their appointment. Providing a final cost when selling services increases the perceived value of your services and decreases price-sensitivity.
As a millennial, you’re likely one of the younger or newer members on your team and that may make selling your products and services a bit more daunting. Don’t be afraid! By educating yourself, adding personal touches, and providing final costs for services, you are adding value to the services you are recommending. And by adding value to your recommendations, you likely won’t even feel like a salesperson!
On a final note, if you’re reading this, chances are you’re a millennial who would like to achieve greater professional success. As a millennial myself, I understand how challenging it can be to work a group of ‘elders’ who frankly don’t think the same way we do! That said, it’s important to understand how they do think and how they perceive us. By taking the time to understand some of the key complaints employers are having with our generation, you’ll be better equipped to prove them wrong and thrive on the job!
A real life millennial-in-the-workplace, Jesi Tassava works as an Executive Assistant at veterinary consulting firm Tassava Consulting. She can be reached at firstname.lastname@example.org.