Welcome to the very first edition of the VETT method podcast, where we bring team training concepts to independent veterinary practice owners who want to grow revenues through a high performance team. SUMMARY Sanjay (00:34): The title of the podcast is a “Vet Marketing with Paul Green”, and we’re going to show people how to do that in just seven minutes, if you’re Paul our time starts now. So question number one Paul, who is your ideal client? My ideal client, or a vet’s ideal client a vet’s ideal client, Paul (00:58): The ideal clients. The easy answer is to say anyone that’s got an animal, but what would cause she really wants is someone who has an animal is prepared to pay good money for good veterinary care is someone who respects the vet and respects all of the staff and respects the practice and that that’s going to be a certain demographic of people. And I think one of the mistakes that vets make is just opening the doors and saying anyone with an animal come in and I’m excluding, you know, obviously whatever legal duties you have to look after sick animals, the very best clients you want are those who join your health plan. They get their pets insured and they, they do what you tell them to do. And, and for me that’s an attitude or thing and you’ve got to target those kinds of clients. Sanjay (01:40): Absolutely. And that leads us nicely on to question number two, what’s the break, what’s the biggest problem vet clients face and how would you help them solve it?  Paul  (01:51): I think the biggest problem is that the clients have is that they don’t know what they don’t know. So I’d worked with on and off with that for 10 years. But I’m not a vet, I’m the marketing guy and, but only know, I know perhaps, if that’s the normal member of the public, the normal pet owner and that’s the vets and the nurses and the practice managers, I’m slightly quite often find myself confused. I’m thinking what is going on. When the vets start talking to me about veterinary, about clinical issues and the problem is that, the cause your entire world is veterinary. You read the magazines, you read the blogs, you go to conferences when you can, you know, everything is, is, is bad for the average pet owner. Having a contact with the vet is it’s a once or twice a year thing for something routine.  When an animal is injured or ill, it’s not every day, they don’t understand the concepts. They don’t know that they should be worming their dog or cat, every single, whatever. You know, they simply don’t have that knowledge and they don’t know that they have that knowledge. So I think the biggest pain point for the client is actually enter your world is actually really scary. You know, vets, practices smell weird now too. You know, that smell, you know, why it had that smell. You probably don’t even notice it anymore. You’re comfortable there. This is your place to everyone else. Vets are weird places. And so I think, I think as a practice owner you’ve got to do everything in your ability to make your clients feel warm and feel comfortable. As well as their pets, of course, you know, most practices are more focused on the animals and they are on the humans, but you’ve got to remember that the humans are the ones that pay the bills. So I think the more comfortable and warm you can make, you can make your practice and the environment and just the way that you talk to them, the better. Sanjay (03:42): Fantastic. I think you’ve already answered question number three, which was what typical seven times when people experience with that problem. But I think you’ve kind of covered that. That was very good. Thank you, Paul. So with three minutes and 50 seconds left question number four, what are the common mistakes people make when trying to solve the problem that