Wireless Hearing Instruments, Time For A New Commercial Strategy?

Wireless and made for iPhone, time to consider your strategy?

By Geoffrey Cooling

Resound made for iPhoneWith the advent of wireless technology in hearing instruments in recent times a new line of ancillary products have opened up. There are now several connective assistive devices available from each manufacturer. As we all know we are fast heading towards the made for iPhone hearing aids.

The advent of these devices will open up a whole new set of connective devices. These devices may also open up completely new horizons for hearing aid users. When assistive devices were first introduced, I think initially there were seen as a nuisance by most Practices.

Many I have dealt with were relatively negative about some of the devices. “My Patients don’t use mobile phones” being a regular statement. But these devices are here to stay, consumers, your Patients like them. Not only do they like them but they are using them in record numbers.

Many of these devices fit in with a Patients needs and aspirations. Mostly they want to live a full and normal life in every situation. These devices assist them to do that in the situations they are designed for. A common argument I hear against the devices is that most Patients hate change.

They are about to wear an audio prosthesis, how much change is that? In most cases we need to take a deeper and more honest look at who exactly is afraid of change! These devices can and will assist a hearing impaired person to hear better in a multitude of situations.

They are also an ancillary form of revenue for a Practice. The revenue to be made on these devices is usually negligible, but, if you bundle these devices with hearing instruments it opens opportunities. Bundling of the devices aligned with a cheaper bundle price than when sold separately can also negate discount conversations.

The offer of these products also assists you in lifestyle assessments. You should consider how to fit them into your consultation process. Are they in fact something you should use as part of your demonstration process?

These devices are going to become a bigger and bigger part of our Practice. Our Patients are just getting younger and more demanding, they are better educated and better connected than any demographic before. This is just going to become more evident as we meet the baby boomers.

These devices open up new opportunities for our Practices, they will change the thought processes around hearing instruments. they will figure into your commercial strategy, they will figure into your marketing strategy. Isn’t it time you considered your strategy for wireless accessories and made for iPhone hearing aids?

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.

Leave a Reply