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VETERINARY MARKETING BENCHMARK REPORT

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Marketing
Case Study

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    Orange Bubble

    Practice
    Snapshot

  • Annual Revenue: $2M
  • 4 Full-time DVMs
  • Vancouver, WA
  • Open 7 Days A Week
  • Small Animal General Practice

Challenges

Our Analysis

Background & Challenges

This practice had recently expanded and improved its facility and needed aggressive growth focused on new client acquisition.

Our Analysis

While they had decent new client growth and existing client loyalty, this practice didn’t capitalize on their positive word-of-mouth, nor did they have the ability to measure its effectiveness. We felt that since the ground was already fertile, we could work with them to grow a client referral program that allowed for tracking and measurable success.

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Taking
Action

Developed a unique client referral program: a plastic gift card-style referral card that could be redeemed for a $25 gift card to be used at one of three local businesses.

  • Card was bigger, seemed more valuable, so less likely to get tossed or lost
  • Gave client options, discouraged discounting”
  • $25 credit to the referring client’s account to encourage distribution
  • Omni-channel distribution strategy: cards given to satisfied clients, highlighting the “top” 25 clients and sending a personal letter of thanks, 10 more cards, and encouraging them to refer more clients like them
    • Displayed cards at the local participating businesses
    • Created internal staff competition for referrals
  • Helped management team instill a culture of “YES!” in the practice.
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iVET360
Results

To monitor the success of the program we built in a few different tracking metrics, including unique phone lines, reminder codes and space for referring party’s name. These methods enabled us to pull up referral reports via practice management software.

500

cards distributed

36

new clients

$1000

Investment (cost of 2500 cards)

$8000

in new revenue (not including repeat revenue)

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Introduction

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