# Maximize Hearing Clinic Sales: 6 Common Mistakes to Avoid and Overcome - Auditdata

> Sales is the most important metric for any retailer, and audiology clinics are no exception. This post explains how to overcome some common challenges to maximize sales, profits, and customer satisfaction.

**Published:** 2022-07-21
**Tags:** Sales

Sales is the most important metric for any retailer, and audiology clinics are no exception. This post explains how to overcome some common challenges to maximize sales, profits, and customer satisfaction.

![Overcome 7 Challenges](https://www.auditdata.com/media/oysfpjfv/overcome-7-challenges.jpg)

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# **6 Common Sales Challenges**

**1.** You aren’t really listening to your customers

**2.** You only offer expensive options

**3.** You aren’t overcoming the stigma of hearing aids

**4.** You have a high return rate

**5.** You aren’t offering exceptional support

**6.** The entire staff is not engaged in the sales process

one

## **1.** You Aren’t Really Listening To Your Patients

![7 Sales Not Listening](https://www.auditdata.com/media/v0ajcwxj/7-sales-not-listening.jpg)

Your audiologists should ask each customer questions throughout their journey and listen carefully to their answers. The inability to close a sale is often the result of:

- Not meeting the customer’s expectations
- Not listening
- Not asking the right questions
- Making incorrect assumptions

Instead of asking simple, closed questions such as “can you hear well,” spend time exploring how their hearing loss has negatively impacted their quality of life and how committed they are to improving their hearing.

More than [two-thirds (69%)](https://www.zippia.com/advice/sales-statistics/) of customers say it’s essential for salespeople to listen to their needs when trying to make a sale. Asking the right questions is the best way to understand each customer’s wants, needs, and “pain points.”

**A** **sk things like:**

- When did you first become aware of your hearing loss?
- How is it negatively impacting your life?
- Which activities are you not enjoying as much as you used to?
- How important is it to you to find a solution for your hearing loss?
- How would it improve your life to find the right solution?
- What do you expect a hearing aid to do for you?

two

## **2.** You Only Offer Expensive Options

![7 Sales Expensive](https://www.auditdata.com/media/btziwrbm/7-sales-expensive.jpg)

Recognize that customers have different comfort zones when it comes to budget, and if you only carry the highest-end, most expensive options, you’ll frighten off the customers that have more financial restrictions.

**To combat this:**

- Stock multiple options of hearing aids and accessories at different price points so you’re sure to find a solution that fits into each customer’s budget.
- Don’t make assumptions about a customer’s financial circumstances – period. It doesn’t matter how they’re dressed, the neighborhood they live in, or any other factors.

Treat all customers kindly and respect their budget parameters and restrictions. Help them find a suitable solution at a price they can afford. Also, offer them information about how they can get money back from their insurance or national hearing aid programs.

three

## **3.** You Aren’t Overcoming The Stigma of Hearing Aids

![7 Sales No To Stigma](https://www.auditdata.com/media/ruxdvqav/7-sales-no-to-stigma.jpg)

Globally, more than [400 million people](https://pubmed.ncbi.nlm.nih.gov/32011190/#:~:text=Results%3A%20Globally%2C%20401.4%20million%20people,the%20African%20region%20%2890%25%29.) need hearing aids, but most people that would benefit from the devices don’t use them. Unfortunately, there’s a negative stigma around hearing aids, and some people [resist getting them](https://www.auditdata.com/insights/blog/overcoming-hearing-aid-objections/) – even if they have a hearing loss. People often fear that the devices will make them appear old or weak.

**Here’s how you can help:**

- Explain that today’s hearing aids are innovative, not bulky, easy to use, and will help improve their hearing significantly.
- Demonstrate the difference of hearing with and without hearing aids, using tools in Auditdata [Measure,](https://www.auditdata.com/audiology-solutions/measure) a portfolio of audiological equipment run by advanced software that lets you manage and optimize your clinical workflows based on data-driven insights.
- Speak to each customer’s specific pain points, after listening carefully to their concerns. For instance, if the customer is a very social person, explain how these solutions will help them hear conversations better at parties, in restaurants, and at events. If they love music, talk about how the hearing aids will enhance their experience at concerts and listening to their favorite songs on the radio.

four

## **4.** You Have a High Return Rate

![7 Sales Return](https://www.auditdata.com/media/y3bepwi5/7-sales-return.jpg)

Returns waste your staff’s valuable time and effort, so work proactively to turn trials into purchases. Reduce [too long trial times](https://www.auditdata.com/insights/guides/how-to-convert-more-leads-to-paying-customers/) and [high return rates](https://www.auditdata.com/insights/blog/improving-satisfaction-rates-for-hearing-aid-users/) by standardizing a trial period. Two weeks is standard and will allow the customer to get a feel for how the hearing aids work in their daily life. Up to 50% of clients return their hearing aids after trial.

Work to [**improve conversion rates**](https://www.auditdata.com/insights/blog/4-crucial-conversion-rates-to-improve-in-hearing-care/)**:**

- Communicate proactively with each customer during the trial period to ensure that they are comfortable with their hearing aids.
- Be aware that polite persistence is essential, as 80% of sales require [five or more follow-ups](https://www.zippia.com/advice/sales-statistics/).
- Troubleshoot any problems they’re having, such as comfort and fit issues.
- Help them understand how to use the hearing aids properly to boost their satisfaction and happiness.

When the customers are happy, they’re more likely to buy after their trial period, which boosts your bottom line.

You’re using outdated technology

Tracking sales and inventory in spreadsheets is a common hurdle for many businesses. If you’re using manual systems, old technology, or navigating between separate tech systems that don’t integrate, you’re at a disadvantage when it comes to many aspects of your business, including sales.

**Keep in mind:**

- Old or disparate systems don’t offer the streamlined, integrated features that you need to run your business, ensure high-quality examinations, offer superior testing and fitting services, view reports, identify and correct noncompliance issues, etc.
- The right technology, like Auditdata’s Manage software, can automate most non-revenue-generating tasks, like scheduling, and can make it more efficient and accurate for your staff to do their jobs.
- Auditdata’s software includes a [portable screening tool](https://www.auditdata.com/audiology-solutions/engage/) and [tools to conduct hearing tests.](https://www.auditdata.com/audiology-solutions/measure/real-ear-measurement/)

These tools all align so records are instantly updated, communication is automated, and workflows are streamlined so your audiologists can consistently provide extraordinary customer experiences.

five

## **5.** You Aren’t Offering Exceptional Support

![7 Sales Support](https://www.auditdata.com/media/atdbwmej/7-sales-support.jpg)

People rarely buy a second time from a company that doesn’t provide adequate follow-up services or effectively resolve post-purchase issues. Despite any positive first impressions, customers can quickly become unhappy and disgruntled if they don’t receive good support after their purchase.

**Be sure to:**

- Follow-up proactively with each customer after each sale to ensure that they’re happy with their purchase and [improve satisfaction rates](https://www.auditdata.com/insights/blog/improving-satisfaction-rates-for-hearing-aid-users/).
- Answer any questions and resolve any concerns they may have.
- Provide care instructions on your website and through emails, explaining things like how to clean and store the hearing aids, and how to troubleshoot common problems.
- Leverage the notification, reminder, and recall capabilities in [Manage,](https://www.auditdata.com/audiology-solutions/manage/ "Manage") Auditdata’s data-driven, cloud-based practice management software, to stay in touch with your customers through personalized emails.
- Check in regularly, offer informational guides, and set follow-up appointments, all through our automated system.
- Respond promptly to online comments, reviews, and criticisms. If customers are posting on your social media platforms – and/or on review sites – with feedback, respond immediately. If someone is posting a complaint or a negative review, resolve their issues right away. If they’re posting positive comments, thank them sincerely for their business and let them know how much you appreciate them.

six

## **6.** You Haven’t Engaged The Entire Staff in The Sales Process

![Staff 6 Sales Mistakes](https://www.auditdata.com/media/qkyb3c0y/staff-6-sales-mistakes.jpg)

Think of the sales process as a team sport, where everyone’s participation contributes to your wins or losses. Therefore, it’s important to involve the entire staff in sales efforts.

**To do this:**

- Recognize that people rarely purchase products or services from someone they don’t like or trust, so customers must be happy with their interactions with your staff before they consider buying products from your clinic.
- Understand that their interactions begin with the initial phone call to schedule their appointment and continue when they enter your clinic, during their exam, and throughout the sales process.
- Pay attention to how your receptionist answers the phone and greets customers, the friendliness of your team, and the professionalism of your clinical staff.

## **Final Thoughts**

Through every step of the customer journey, the customer is making conscious and subconscious decisions about you, your clinic, staff, and the products you offer. Everyone in your clinic plays a vital role in driving sales, and even the smallest details truly matter

Auditdata helps hearing care providers improve clinical care and drive their business performance and growth. With our data-driven, connected solutions, we cater to all customers in all stages of the hearing care lifecycle, from attracting new prospects to providing the most appropriate solutions to treat each customer’s hearing loss.

## **Contact Us**  **For More Information**

Auditdata helps hearing care providers improve clinical care and drive their business performance and growth. We offer data-driven, connected solutions to help you take your audiology business to the next level.

![Contact Us](https://www.auditdata.com/media/2m4a2twq/contact-us.jpg)

## **Other Blogs You Might Enjoy:**

## Over The Counter Hearing Aids – What Should You Do as a Practice Owner?

A more open market for hearing aids is expected to put pressure on the traditional hearing care clinics. Let’s explore if this is a threat or opportunity.

![OTC](https://www.auditdata.com/media/3zpfhd3n/otc.jpg)

## 6 Marketing Challenges That Can Derail The Success of Your Hearing Clinic

Marketing is an essential business function to help attract attention, generate interest, drive sales, and help differentiate your business. Don’t let marketing challenges derail your success.

![6 Marketing Challenges](https://www.auditdata.com/media/o50b01nk/6-marketing-challenges.jpg)

## How Poor Communication Destroys Your Hearing Loss Sales Efforts

Hearing loss is one of the most common chronic conditions experienced by older adults. The lack of accurate information and stigmatizing mindsets surrounding ear diseases and hearing loss often limit access to care.

![Poor Communication](https://www.auditdata.com/media/tqmp3to1/poor-communication.jpg)

**Resources**

⭐️ Auditdata solutions:

- [Practice Management Software, Manage](https://www.auditdata.com/audiology-solutions/manage/ "Manage")
- [Audiological Equipment](https://www.auditdata.com/audiology-solutions/measure/ "Measure")
- [iPad-based Hearing Screener](https://www.auditdata.com/audiology-solutions/engage/ "Engage")

⭐️Auditdata Blogs:

- [Why no one wants to wear a hearing aid and what we can do to change that](https://www.auditdata.com/insights/blog/overcoming-hearing-aid-objections/ "Why no one wants to wear a hearing aid and what we can do to change that")
- [Improving Satisfaction Rates for Hearing Aid Users](https://www.auditdata.com/insights/blog/improving-satisfaction-rates-for-hearing-aid-users/)
- [4 crucial conversion rates to improve in hearing care](https://www.auditdata.com/insights/blog/4-crucial-conversion-rates-to-improve-in-hearing-care/)

⭐️[Free Guide: How to convert more leads into paying customers](https://www.auditdata.com/insights/guides/how-to-convert-more-leads-to-paying-customers/ "How to convert more leads to paying customers")

⭐️[Global and regional needs, unmet needs and access to hearing aids](https://pubmed.ncbi.nlm.nih.gov/32011190/#:~:text=Results%3A%20Globally%2C%20401.4%20million%20people,the%20African%20region%20%2890%25%29.)

⭐️[100+ IMPORTANT SALES STATISTICS \[2022\]: FIGURES, SALARIES, AND STATISTICS](https://www.zippia.com/advice/sales-statistics/)