The VetPractice Playbook
The VetPractice Playbook is your weekly game plan for leading a thriving veterinary clinic and becoming the leader your future self will thank you for. Brought to you by VetPracticePro, this podcast dives into all things veterinary leadership, management, and clinic ownership so you can build a practice that runs smoother, grows stronger, and leads with purpose—while also helping you grow as a confident, effective veterinary professional.
Join host Dr. Emily King alongside Jon and Cayla Bittles and Richie King every Wednesday at 9:00 AM EST as they break down real-world challenges, share practical strategies, and give you the tools you need to better support your team, serve your clients, protect your wellbeing, and create a career and clinic you’re proud of.
The VetPractice Playbook
EP12 - How Veterinary Teams Can Communicate Value Without Defensiveness
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In this episode of The VetPractice Playbook, the crew breaks down the psychology of price versus value and explain why cost objections are really requests for clarity, trust, and guidance. You’ll learn a practical, value-first framework for handling price pushback in the exam room, plus real-world scripts your team can use immediately to reframe the conversation, align care with client goals, and maintain confidence without discounting medicine.
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Timestamps
00:00 Intro
02:56 An Interesting Way To Think About Expense
05:48 Being Everything to Everybody
07:17 The Psychology of Value vs. Price
08:20 Human-Health Care Models in Vet Med
12:36 Subpar Care At Low Cost
14:00 How to Respond to Clients
17:54 The Four Step Process
24:56 Go-To Responses
31:24 Not Assuming Client’s Ability to Spend
33:46 Outro
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