What do you mean you don’t want hearing aids?!

How to Overcome the Objection of Price

I had a patient recently that came in for their initial evaluation and they were already complaining about the cost of hearing aids before I even tested their hearing. I dreaded having to explain the hearing loss because I already knew the outcome. It’s never easy to tell a patient that they have lost a valuable function that they will never regain naturally, but it’s even harder when you think you know their response to your recommendation to pursue amplification is going to be a big “No”!

Most patients don’t jump up and down and say, “That’s awesome news” or “Oh boy, I can’t wait to spend thousands of dollars for the help you suggest that I need.” Unfortunately, it’s a fact that many of the patients we see won’t actually want the help we recommend. Hearing aids aren’t something people usually want but since 90+% of patients with hearing loss have sensory loss, the only way to actually Help them is to convince them to get hearing aids.

Unfortunately, the most common response from patients that can benefit from hearing aids is that the solution costs too much money.  The fact is that the average “Help Rate” of a hearing

healthcare professional is less than 50%.  If someone takes the step to make an appointment to confirm what they already feel is a problem, wouldn’t you think they wouldn’t be surprised when they learn they have a hearing loss?  I myself don’t make an appointment with a health professional unless I feel there is a problem and I know I need help.

So if industry numbers hold true and less than 50% of patients that visit a hearing healthcare professional are convinced to get the Help they need, then perhaps we need to work harder at overcoming the objections and improving our ability to convince a patient that better hearing is worth the investment. It’s not the price they have to pay but it’s the value they will derive from the benefits of being able to understand their loved ones and every day conversations.

It shouldn’t be a surprise when someone says, “Hearing aids are too expensive.” The real question is does the patient not have the money, not want to spend the money or are they not convinced that the aids are worth the money.  The more questions we ask, the better the chance of getting to the core of the objection.  Most of all, we can’t be intimidated or surprised by the objection. We need to be prepared to respond in a way that convinces the patient to take action to get the Help they need. Developing better ways to respond will take time and practice. It can be beneficial to record what you actually say to a patient and then review it to see how you can present information in a way that is more convincing. It’s also important not to run and hide at a patient’s first “No”.

The satisfaction of giving more patients a better quality of life should be reason enough to improve the way we share the information and make our recommendations.  Beginning today, track your Help Rate and then set a goal to improve it. Stay tuned to DrGyl.com for more on this important topic and if you would  like to have access to many resources for building your practice including scripts for objections like “Hearing aids are too expensive” then join my DrGyl Sapphire Society for only $99 a year!


Announcing the Sapphire Society — A New and Awesome Opportunity for You!

I have never been an advocate for joining groups but this is an exception! I am starting a Network called The Sapphire Society. The sapphire is a precious gem that represents strength, wisdom and good fortune and that is just what this group will offer to its small, select group of members.

I have been providing business advice for over thirty years. My single office in a small community generates almost 3.5 million dollars a year which is ten times what an average practice generates. I also opened a new office just over a year ago that is now profitable so I have great advice and many resources to help those that are new to business.

Hearing Professionals: Join the Sapphire Society where I provide incredible resources you can use to take your practice from Fine to Fabulous.”

Let me help you! Join my New Sapphire Society.

Only members will get my specific and proven strategies for the biggest challenges facing private practice owners like:

• Reimbursement
• Employee management
• Effective marketing ideas including digital mediums
• Convincing more patients to say “yes” to better hearing
• Tracking forms to help you monitor the key measures of profitability
• The truth about how to handle the growing number of TPAs

Is your business growing as much as you would like?

If not, sign up for The Sapphire Society. Get monthly newsletters with tips and advice that you can put into practice at 8:01 on Monday morning that will take your practice to a new level. I will be discontinuing my present newsletter and ONLY MEMBERS OF THE SAPPHIRE SOCIETY will get my newsletter. Members will also have access to a Facebook Group where they can share ideas with fellow business owners.

“People ask how I have created such a large practice in a small town. They wonder how my business generates 10 times the revenue of the average practice when I live in a small community.It’s hard work, but it’s not rocket science. It’s just business.”

All this for ONLY $99 per year through February 28, 2019.

Sapphire Society members will have exclusive access to my email. Have a specific problem? I will send you the resources to solve it. Cheapest Consulting services Ever!

Sign up before Feb 28 and get a Free Facebook advertising tutorial and a Facebook ad that DrGyl garnered 131 leads for her practice. Get the tools and the step by step tutorial to put that Facebook ad into place right away.

Only $99 a year to join this exclusive society

Hearing Professionals: Join the Sapphire Society where I provide incredible resources you can use to take your practice from Fine to Fabulous.”


Do you have a healthy practice?

So how do you know if you have a healthy practice? Well, the first and most important way to know is that the business generates enough profit that you are able to pay yourself a wage that is reasonable for your position in the business. This may not be true if it’s a new business but a healthy, established business should generate enough profit to be able to pay the principle provider $100,000 or more. If you are an established practice and the principle provider of services and you aren’t able to pay yourself a reasonable wage …

Join the Sapphire Society for access to the full article.

Hearing Professionals: Join the Sapphire Society where I provide incredible resources you can use to take your practice from Fine to Fabulous.”


Marketing is a process and it’s not easy

I think every practice struggles with marketing. How much should I spend and where should I spend it?  Colleagues will call and ask, “Can you send me your marketing pieces that are working?”  There is no simple answer and what works in my area may not work in another market.

I’ve spent some time in Florida recently. You want to see ads for hearing healthcare? There are more in Florida than anywhere else!! AND..there seems to be a hearing healthcare office on every corner here in Florida. I sometimes wonder how all of the practices survive and how any one practice gets their message to stand out with so many practices in the marketplace.

Join the Sapphire Society for access to the full article …

Hearing Professionals: Join the Sapphire Society where I provide incredible resources you can use to take your practice from Fine to Fabulous.”