More than 80% of your growth opportunities lie within your existing customers. If you doubt this statement, ask yourself some of the following questions:
- What percent of your clients' animals are in your management software as patients?
- How current or up-to-date is that animal information?
- How current or complete is the client information? Do you have a current email address and cell phone number for them?
- What percent of your clients never miss an appointment or recommended revisit for follow up procedures, routine preventive care, or other consultation?
Most practices are missing half or more of the potential animals that their clients own. Most practices are missing reminders for recommended and even agreed upon services for more than half of their clients.
And I was recently reminded of data from more than 6000 horse owners collected by the AAEP which said that 20% admitted that they'd use more services than they currently use with their veterinarian, if they were offered or if they knew about them.
The bottom line: Opportunity and growth is in your data. Work with service providers to help you mine your data. It's automated, convenient, and powerful. If you want to grow, use your data.
