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.

I don’t think my hearing is bad enough

I can’t afford it

I want to think about it

I have to talk to my spouse

I am going to check around

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 3 rd 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

Never judge a person’s ability to consume!

Marketing YOU! Creating a Wealthy Spirit Chellie Campbell