Vets 50 ways to get new clients

Transcript

1. Great to Paul Green meet you 50 ways to get new clients for your practice in 2016
2. We asked you… What do you love about running your practice? And what do you hate?
3. What do you want to achieve with your business? And what’s holding you back?
4. Vets Practice Growth UK Working with 55+ practice owners Guaranteeing growth in their business
5. Our founder: Paul Green Journalist for 13 years Started first business in 2005 (it evolved into Growth UK) Published author of 5 marketing books
6. 4,084 practice owners & managers now have a copy
7. Clare Spittle Head of done for you Our done for you team Ben Smith Growth consultant Charlie cooke Growth consultant James Lyon Writer Stacey Fletcher Writer Sorcha Exworthy Writer
8. Andy Edwards Marketing strategy + tactics Some of our 15 mentors Emma Wynne Get more from your staff Emily Keal Social media Jonathan Leech Growing a practice (mix of sector specific and subject specific. They are all business owners)
9. The world is changing Your marketing strategy and the tactics you use need to be updated – quickly...
10. The least efficient strategy is the one most practices use... HOPE
11. Let's put some context on this urgency...
12. We believe the veterinary market is going to change even more dramatically over the next 10 years
13. It happened in optics It's happening in dentistry And it's definitely happening in veterinary CHANGE
14. 1) More consolidation 2) Veterinary care will become more of a commodity 3) A “national vet” (Vets4Pets)
15. 3,700 practices in the UK seeing small animals Corporates already control an estimated 25% of them
16. It’s estimated that up to 50% of practices could be under corporate control by 2020
17. CVS 300+ surgeries 2014-2015: Turnover £167m Operating profit of £9.8m
18. CVS 3,400 staff 213,000 in Healthy Pet Club Animed Direct MiPet own brand Buying group MiVetClub
19. Independent Vet Care 202 surgeries “A vet-led consolidator” Sold to Summit Partners in spring 2014 (investment firm that's only interested in rapidly growing companies)
20. Pets at Home (Vets4Pets and Companion Care) 353 surgeries From the V4P acquisition press release: “A spokesman for Pets at Home has admitted the company hopes to grow its outlets from around 300 to 500, with as many in-store practices as possible. However, it still wants to run stand-alone practices”
21. In response to this corporate growth, we're seeing a lot more vet-led expansion too Existing practices opening new branch surgeries Vet-owned groups expanding rapidly
22. Here's your growth strategy for the next 3 years
23. 1) Get more new clients 2) Get them to buy more often 3) Get them to spend more
24. What do you do right now? To positively affect your reputation To get people's attention To generate leads To close sales
25. YOUR STRATEGY for a world class reputation
26. Your position in people's mind has little to do with reality It's all about what people PERCEIVE about your practice
27. Problem is... the average pet owner doesn't know what they don't know...
28. In fact, they treat you just like a plumber (what an insult!)
29. You need True marketing differentiation PR Social media Formal referral campaign
30. YOUR STRATEGY to catch people's attention at exactly the moment they need a new vet
31. Interruption marketing is wasting your resources
32. When is the best time to catch someone's attention? When they're already looking for a new practice
33. You need A better Google position To spend money with Google To spend money with Facebook
34. YOUR STRATEGY to generate smoking hot leads who are just about ready to buy... and then get them to commit
35. Ethical bribe Auto responder Register their pet Follow-up Data capture: Build a unique database of prospects Traffic
36. People only buy when they are ready to buy
37. True differentiation
38. What really makes you different from all of the other vets in your area?
39. Service Quality Price
40. Based on the strategies we've talked about during our day together... which of these tactics most excite you?
41. 7 tactics with great potential ROI
42. Number 10 Track where quality clients come from
43. Number 19 Phone prospects. Phone existing clients too
44. Number 22 Social proof
45. Number 27 Targeted postcard campaigns
46. Number 38 Find something to guarantee. What do you already do?
47. Number 46 Cialdini your practice
48. Number 50 Invest 60 minutes a day
49. It's all exciting stuff! But there's a problem... you're going to get back to the practice, excited to make change happen, but...
50. THINGS ARE GOING TO GET IN THE WAY
51. What’s going to stop you getting on with this all of this in your practice? Unfortunately, we're all running out of time!
52. According to World Health Organisation stats, a person alive today has a certain life expectancy... in months...
53. It’s 953 months If you’re 30, you have 593 months left If you’re 40, you have 473 months left If you’re 50, you have 353 months left If you’re 60, you have 233 months left Gulp!
54. Which begs the question... How will you feel if you haven’t changed your business in 12 months’ time?
55. This is why we do what we do Introducing the Practice Growth Programme 55+ practice owners already trust us to help them grow their business
56. It's made up of four key elements
57. 121 mentoring You’ll work closely with veterinary mentors who have already achieved what you want to do Or subject-specific experts who will keep you focused on what works Accountability + motivation + someone who understands
58. Monthly implementation days Once a month you’ll meet with other non-competing practice owners for Knowledge Implementation discussions Community of like-minded vets
59. Support network Increase your confidence and competence Phone ~ email ~ private Facebook group Whatever you’re trying to achieve, we put you in touch with someone who’s successfully done it before
60. THE MOST IMPORTANT PART Hard work done for you Growth UK’s “done for you” team does anything they can that frees you to focus on the things that only you can do Including everything we’ve talked about today (and more)
61. Guarantee 1 Area exclusivity Guarantee 2 Return of double your investment
62. Let’s talk hello@vetsmarketing.co.uk 01908 904 904 (weekdays 9am to 5pm) www.facebook.com/vetsgrowthuk www.twitter.com/vetsgrowthuk