Fear Of The Unknown, Do You Help Overcome It

Communication with your Patients

During a recent training session within the company we were going over a consultative form that we will be using in the future. I pointed out that during any consultative session that in order to remove the stress of the session and indeed the fear of the unknown you can undertake it in a certain way. Firstly break it down into sections, then introduce each section as you reach it explaining what you will do and then ask permission to move forward.


Using this strategy removes the stress from the situation and also allows you to gain permission to move forward. It was a system that I was thought to use in my consultation practice way back in the day when I began to practice. It is a system that has value for many situations that we come across in business. I thought about this and I realised something, a Patient generally arrives at your clinic not really knowing what is to occur. This must be quite a stressful situation for the un-initiated, but I never really considered it up until then.

I was thinking that in order to alleviate the fear of the unknown, we should communicate a brief run down of what to expect during the appointment. We could do this in an automated letter to the Patient or possibly leverage this opportunity to engage and wow the prospective Patient by designing and implementing a Practice brochure which includes a section about the test, what to expect and why they should bring a significant other.

Independent Practices really need to take every opportunity to set themselves apart from the pack. This type of small touch can set the tone for your consultation and assist in increasing the perception of authority and trust in you and your Practice. It also removes the factor of the unknown to a certain extent. I think if I was in still in Practice that is what I would do, what do you think? What if anything do you currently do?
Regards
Geoff

About Geoffrey Cooling

my name is Geoffrey Cooling and I am the author here at Just Audiology Stuff. I have been involved in the Hearing Healthcare Profession for several years now. I initially worked as a Hearing Healthcare Professional for a large national retailer in Ireland. After several years in Practice I was approached to work for a manufacturer, where I was employed for five years. I am now the Co Founder of a business called Audiology Engine. We design websites, undertake content marketing and generally look after everything digital for audiological practices. I am also a contributor to many hearing profession periodicals and websites. I have written two commercially available books, The Little Book of Hearing Aids which is written for hearing aid consumers and Audiology Marketing in a Digital World which is written for Audiology Practice Owners. They are both available in Paperback and Kindle versions on Amazon. I also write for consumers on the website Hearing Aid Know, which is a website with the mission of demystifying hearing aids, their types and their technology. I have a great interest in commercial strategy as it applies to Healthcare in general and specifically to Hearing Healthcare. I also have a great interest in the psychology of sales and human interaction. I have been involved with social media for some time, both personally and professionally. I find the engagement and discourse on some social media channels fascinating. I instituted social media strategy for the company I worked for as an experiment. That experiment soon spread throughout the company and I am proud to say that the company is probably one of the most active in the industry. I would like to point out that all views, opinions and thoughts here are mine own. Unless of course they have been planted by the pod people, you just can’t take your eyes off the pod people. Those views do not necessarily reflect upon any views or opinions held by my employer, if I ever get another one. I think that our industry is in the middle of a time of huge change, I think that the change will be forced by both internal and external pressure. I think that private Independent Healthcare Practices will have to be smart and lithe of feet in order to meet these changes. I hope that some of my blatherings are of benefit to those Practices, Independent Hearing Healthcare Practices need to survive. I believe that if that occurs it will be of real benefit to Patients. I hope that I, and my writings will play a small part in their continued success.

Let me know what you think