How to Get Past “How Much?”
		by Sheila Hayes and Amber Artz

Every day, your practice gets calls from uninformed consumers searching for answers. Your staff’s response to those consumer questions can either benefit your practice or be a ‘lazy phone’ pitfall.

The two most common questions consumers tend to ask today are “How much is an eye exam?” and “Do you accept my insurance?” So, just how do you get past those questions to educate the person on the other end of the phone regarding the differences in eye care? Simple, by creating a framework for answering those and other questions, thereby turning phone shoppers into paying customers.

The framework that needs to be created is simply a customized script that will help your staff take control of the phone call’s direction, teach them how to position your practice and services, guide the caller to make an appointment and ask for the appointment with greater success. This type of telephone technique will aid you in getting past the “How much…?” question.

Telephone technique is important for every staff member in your practice because more often then not, everyone answers the phone at some point. It’s important that everyone knows the objectives and practices the elements of proper telephone technique. Telephone technique is a proven practice-building program geared toward converting phone calls into patients. However, putting a program together is only the first step; actually putting it into practice is the key.

September is Sports and Home Eye Safety Month

FASTRACK Dates
September 10-12
October 15-17
December 3-5

American Eye-Q Survey

Some great information on Referral Marketing

This month, we ask three questions about telephone technique.

Click here for survey

Last month's results

“Successful and unsuccessful people do not vary greatly in their abilities. They vary in their desires to reach their potential.”

— John Maxwell

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