Increasing Conversion Through Your Consultation Process

A Consultation Process that Meets Your Business Needs

In commercial audiology, the typical hearing aid consultation has two needs, a clinical need and a commercial need. Each need is as important as the other, while strong clinical efficacy is important, without strong commercial overtones the objectives of the business are not met.

The psychological impact of processes on the customer plays a large part in the context of the current consultation model.

The biggest complaint of most people with hearing loss is that they can't hear in noise. Often Clients and their family don't understand hearing loss and how it affects them.

At Auditdata we have designed Primus systems to help you meet both your clinical and commercial needs in an easy and simple manner. We believe that both needs can be met without interfering or detracting from either one. We also believe that a well-designed consultation can lead to a sale without a strong or overwhelming sales pitch.

Delivering Wow Moments in Your Consultation

In order to do so, we believe that delivering wow moments during your consultation can help you to an easier conversion. However, those wow moments do not have to useless smoke and mirror exercises just undertaken to make the sale without any real benefit to the customer, let us explain.

QuickSIN as a Wow Moment

The biggest complaint of most people with hearing loss is that they can’t hear in noise. That is without doubt one of the biggest complaints heard in every hearing healthcare practice. Primus allows the easy provision of the Quick-Sin test as a part of the workflow process. It does so in a straightforward manner that helps the process as opposed to hindering the flow.

Exploring the Problem

Quick-SIN is a compelling test, when undertaken through the free field it shows the problems clearly while allowing the customer’s support to understand what the difficulties are. Quick-SIN not only aids conversion but, it also helps the demonstration of benefit by focusing the prospect and support on the problems that any solution needs to address.

More than that it validates that you have listened to the customer’s concerns and are taking steps to understand their problems. The results of the test allow you to explain both the impact that their loss has on the perception of speech in noise and outline the hearing aid technology that may be needed to correct the issue.

It is a wow moment for the customer that is based firmly on a clinical test that gives you the information you need to advise them honestly. The impact of that moment is high and there is no sales pitch involved.

Demonstrating the Hearing Loss

Customers and their loved ones don’t understand hearing loss and how it affects them. One of the elements within a consultation that drives impact is the explanation of a hearing loss. While we can explain clearly the loss and how it is affecting the customer, visual aids offer an easier explanation. 

Another element which clearly allows the customer’s support to understand the customer’s problems is an audio demonstration of the hearing loss. Primus has an integrated counselling tool and hearing loss simulator that will help you explain clearly and in a visual way what the hearing loss is and how it is affecting the customer.

The visual representations allow you to educate both the customer and the support on exactly what the problem is and why it is affecting the customer. The audio representation of the hearing loss is powerful because it allows the customer support to really understand what effect the hearing loss has on the understanding of speech.

Reinforcing the Need

The hearing loss simulator allows the support to experience and understand the hearing loss that their loved one suffers from clearly. That audio representation enables the support to understand the difficulties and why they are having such an impact. Like all wow moments, it is a moment of realisation, it is also a moment of reinforcement of the need for a solution.

It is a wow moment for both the customer and the support and again, this isn’t smoke and mirrors. It is effective counselling which allows them to understand the hearing loss and make educated decisions on moving forward. The impact of that moment is high and there is no sales pitch involved.

Demonstrating the Solution

At the end of a consultation, when the testing is finished, and the hearing loss is explained, the final part of the process should be the demonstration of benefit delivered by the solution. Speech mapping can be used to not only validate the fitting of a hearing aid but also to visually display and enforce the benefits delivered by a hearing aid.

It offers clear, unrefutably and visual proof of the benefit provided. It can also be used to demonstrate the benefit achieved by advanced features such as noise reduction. Finally, using the speech in noise element within the speech mapping module allows the professional to show the benefits where the prospect has the most difficulty.

Again, this is a wow moment for both the customer and the support, it is an irrefutable visual representation of the benefits of a solution. It allows both the customer and support to understand the benefits and make educated decisions on moving forward. The impact of this moment is high and again, there is no sales pitch involved.

Primus Designed to Help You with Wow Moments

We believe our job is to make your job easier by designing products and tools that enable you to undertake your tasks easily and in a straightforward manner. That’s why we have ensured that our systems allow you to deliver wow moments without fuss or fanfare. All the features are designed to support the consultation process and your targeted aim. They do so in a format that facilitates the consultation workflow rather than hinders it.