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How To Mine Your Database and Sell 4-10 More Hearing Aids a Month At Almost No Cost
Want to increase hearing aid sales?
Using this one strategy, consistently, is worth an average of $120,000 in additional revenue per practice depending on the number of patients in your database. Isn’t that worth an hour a month of your time and a few hours a week by one of your staff?
Get started in 5 easy steps:
1. Pick your database marketing hero
2. Make time for database mining
3. Identify patients in need of new hearing aids
4. Schedule patient appointments
5. Track results and improve performance
1. Pick your database marketing hero
Delegate this task, making sure the person you assign it to can explain to you exactly what they need to do. Then follow up with them weekly to make sure they have everything they need to succeed. And if they are getting it right, praise them through the roof.
2. Make time for database mining
Have your database hero block out time each week to work on database marketing. An hour or two a day should suffice. The key here is to fill in appointments when you’re not crazy busy, so you avoid low sales months.
Divide the daily time up so half of it is spent on building the list of patients to call and the other half is spent making calls.
3. Identify patients in need of new hearing aids
Go through all patient files starting with the previous year and going backwards through the A’s, B’s, C’s and so on. Identify two types of patients:
- Patients who bought hearing aids and haven’t been to the clinic in more than six months
- Patients who haven’t had an annual hearing test
4. Schedule patient appointments
When you call these patients to schedule their appointment, remember that they already love and trust your practice. Use one of the two scripts below.
Script for current patients who have not been to the clinic within the last six months
Hi, this is [your name] from [your practice name]. Is [patient name] available?
I see you haven’t been to the office for over six months and [provider name] recommends that you have a clean-and-check every six months.
To keep your hearing aids running smoothly and to prevent permanent damage to the hearing aids, we’d like to schedule you for your overdue clean-and-check visit.
The good news is that I can squeeze you in this week as early as Friday [or the next available day], what’s better for you, morning or afternoon?
How to handle objections
Patient: My hearing aids are working fine and I don’t need to come in.
And, am I right, you want to keep it that way? There are areas of the hearing aids that you don’t see that can accumulate wax and dust and without doing your regular maintenance, cleaning and checking for performance, they can break down.
If you’re out of warranty, there can be an extra charge.
It’s best if you come in ASAP to make sure you are always hearing the best you can. Which time works best for you? …. or …. ?
Script for an annual hearing test
Hi, this is [your name] from [your practice name]. Is [patient name] available?
I’m calling about your annual hearing test. [Provider name] recommends that you have a hearing test at least annually.
The good news is that I can squeeze you in this week as early as Friday [or the next available day], what’s better for you, morning or afternoon?
How to handle objections
Patient: My hearing has not changed. I don’t need a hearing test.
That’s great. [Provider name] still recommends an annual hearing test.
Most people’s hearing changes over the course of a year, and without a hearing test, we can’t adjust your hearing aids to give you the best performance.
5. Track results and improve performance
Block out an hour each month to sit down with your database mining hero and review:
- Number of names identified
- Number of calls made
- Number of appointments scheduled
- Number of appointment shows vs. no shows
- Revenue generated from appointments
Wish you could convert more new patient leads into appointments?
Over the last 12 years, we’ve helped generate hundreds of thousands of new patient leads for practices like yours and there is one HUGE difference between the practices that are able to convert leads into appointments and those who don’t.
Successful practices use a proven process to convert most of the new patient leads we send them into appointments. Often it just takes just a little training to get your front desk to use these tactics consistently, but it can make a big impact on your schedule, and ultimately, your bottom line.