Handling Price Inquiries – What FOPs & Providers Need to Know

On occasion, patients call asking about the price of hearing devices. They may ask for a price range or the price of a specific product. Nowadays, most patients have already done some extent of online research and are merely looking for you to confirm the information they have found.

From a customer service standpoint, of course, you want to answer the patient’s pricing questions over the phone. But here’s why you shouldn’t and how to handle it as a Front Office Professional (FOP) or Hearing Healthcare Provider.

 

Front Office Professionals

  1. If the patient hasn’t had his hearing tested, then you don’t know if he could benefit from amplification. The first thing you should do is find out if he’s had a hearing test and been told he could benefit from hearing devices.
  2. Regardless of the patient’s response, the device recommendation will still be based on hearing loss, lifestyle, and budget. So, without consulting with the provider, you don’t know what will be recommended as a solution. The best thing you can do for the patient is to schedule a consultation with the provider who is the hearing expert. Most important, communicate these reasons to the patient on your call. Don’t just say, “we don’t provide pricing over the phone.” Instead, provide the reasoning and emphasize how each patient requires individual testing and recommendations in order to provide the best solution based on hearing loss, lifestyle, and budget.
  3. Let the patient know that your practice works with a variety of manufacturers with a range of prices to fit their needs. If absolutely necessary, offer to have the provider contact the patient to further advise them on their options.

Hearing Health Providers

  1. Find out what’s important to patients and why they are inquiring about price. Are they asking about price because they have a preconceived notion about the cost of hearing devices? Are they getting second-hand information from a friend or loved one? Are they trying to sort through mailers, newspaper ads, and/or the internet to make sense of the price?
  2. Explain how the influx of information from the above sources can be confusing and how you can help them make sense of it all by being their trusted advisor. Let them know that although hearing devices can look alike, it doesn’t mean they all have the same functionality, and it’s important to understand how their ongoing hearing healthcare needs will be handled. Let them know why patients choose to come to you. 
  3. Invite the patient to visit your practice for a free consultation with you. Patients choose providers they trust. So be the provider they need.

Reach out!

Talk to your Account Manager today if you have any questions about how you and your staff can better handle price shoppers or cost objections.

You and your team may benefit from our Employee Development Program (EDP), which offers regional classes on a variety of topics, from increasing customer satisfaction to closing sales. We also provide weekly teletrainings which give practice owners the opportunity to openly discuss the challenges their personnel are facing and learn how to overcome them.

And don’t forget that there’s a wealth of information and free materials available to Consult members via Navigator, including scripts your staff can use as a guide for handling incoming calls, requesting patient referrals, asking for a Third Party, and more.

About the Author

Diana Dobo was as an Account Manager for three years and Divisional Vice President for the West Division for four years before being named Consult YHN’s Vice President of Strategic Accounts. She has nearly 20 years of experience in sales, marketing and business development. Prior to joining Consult YHN, she was a Senior Sales Manager in the healthcare IT industry.