Convincing patients to take your advice Gyl A. Kasewurm, AuD St. Joseph, Michigan
Average audiologist convinces ____% of patients to purchase amplification • Less than 50% • More than 50% • 73% • Never been calculated
Build Rapport • Identify Needs • Present Solutions • Address Concerns • Close
Presenting Solutions • Features • Describe characteristics of product • Advantages • How the feature works or what it will do • Benefits • What this particular product will do for the client
Overcoming common objections • There are five commons objections to getting hearing aids.
Show – Don’t Tell • Demonstrating need for amplification • Demonstrating benefits of better hearing (Include family) • Illustrating benefits of directional microphones
Hearing instruments must provide value in 70% of listening situations to attain 80% or higher overall satisfaction. • Kochkin, Sept 2007 Hearing Journal
Illustrate Handicap • Speech testing • Discrim words presented to the patient at 40dB HL with 3rd party listening
Demonstrate Benefit • Discrim words presented at 40dB HL in the aided condition • Aided – unaided = Benefit from amplification
Key Points • Rarely take “no” for an answer but always ask • Focus, focus, focus • Everything is an opportunity • Be passionate and enthusiastic • Be a good listener
Don't ever hard sell. Solve problems. Satisfy wants. Do what is truly best for your patient.
F A B • Features • Describe characteristics of product • Advantages • How the feature works or what it will do • Benefits • What this particular product will do for the client
Why Do Hearing Aids Cost So Much?? • The Inevitable Question….. • Research and Development • Miniaturization • Production requirements • Technology improvements • Limited market
Marketing YOU! • Creating a Wealthy Spirit • Chellie Campbell