Strategies to Increase Your Veterinary Client Base

Dawn Burdette, executive director of sales, leadership and development at Henry Schein Animal Health, talks about some of the strategies you can use to measure, retain and increase your veterinary client base.

First and foremost, Burdette says you need to know your numbers. Do you have a system of measuring your number of active clients? Know your numbers, and make sure you know what impacts your total numbers — including lapsed clients.

Then, you can start implementing programs to add new clients to your practice, such as referrals programs. Burdette also says over 20 percent of active clients that came into your practice in the past 12 months will not come into your practice over the next 12 months. But with forward booking and a good reminder system, Burdette says you can keep your active clients and can recapture those that may have lapsed.