Promoting Yourself with Vets and Clients

Happy New Year - A few thoughts about things that will make you successful in the new year.

Pricing and Discounts:

FYI, the new pricing has been updated on the website. I'm already getting great feedback about it - one person asked when they can sign up for the Heavenly Hound package - did they need to pay the entire $499 at the first visit? (They can pay two equal installments of $250 or two payments of $175 for the Zen Dog Package.

Pricing - in general don't charge the $125 follow up unless the client insisted on going visit by visit if they are already in the pack, ie have purchased a 2, 3, 5 visit package and are looking for extra visits OR are in an area you can get to easily then I typically 'discount' the visit to $110 or $100 - especially if they are not super wealthy or have a puppy.

Bottom line, if you like the client and they are doing the right thing then give them a discount so they feel extra-good about the visit.

Thank You letters:

The first 2 years I was in business I hand-wrote thank you cards to every new client I visited. I would recommend doing the same as you enter the new year.

I used to address the card as I left the visit (zip code etc...) and wrote a few kind words. Personal follow up in our business creates incredible loyalty and great karma. You might even ask them to Yelp or write a review on Google about their experiences....these little touches will win over the hearts and minds of your clients.

Of course, I write vet's thank you notes too especially when I get a few minutes meeting one at an office. 5 minutes with a vet = personal card with magnet and business cards as a follow up.

Doing this will distinguish you from the pack.

Vet Visits:

Remember in the very beginning this is strictly a numbers game, some offices will be friendly to you, others will be not as welcoming or responsive. Its up to you to get out there and visit these places!

1. ID all the opportunities in your area - I probably have 100 different groomers, vets and shops I stay in touch with....

2. ID all the hot leads - this top 10% are your most important opportunities - make sure they have cards, tri-folds and you are working on getting time to explain the Zen Dog difference to these accts. And rewarding them with thoughtful gifts when they remember you!

3. ID all the cold leads and leave them for the back burner - if you get a cancellation or are early to an appt in that area, drop by but don't expect them to change over night...however, maybe a new front desk person will click and start promoting you. So you never know!

4. Luke Warm leads are important - they are often places that seem welcoming but are too busy or not really promoting you. These are areas to focus more on. Are they recommending another trainer - ask if it is an exclusive arrangement? Why? Will they let you put group class stuff up? Cards?

Once you have 70-90 accounts in your books you will start to hear the phone ring and naturally you will shift away from this kind of territory building work.

Here's to having a happy and successful new year!