CareCredit®, Costa Mesa, Calif, is offering a free educational CD titled, “Increase Sales by Effectively Connecting with Patients,” featuring Von Hansen. A popular consultant, author, communications specialist, and instructor for the American Conference of Audioprosthology, Hansen shares tips and techniques, which practices can use to enhance their patient relationships, for example: 

"First, a practice has to reach out and grab a patient’s attention, which is usually done through advertising. Then, once that patient calls in and asks questions, like ‘how much are your hearing aids,’ you have to provide an answer that is not only satisfactory but also motivates them to make an appointment. It’s important for every practice to understand that what the patient is really asking is not how much your hearing aids are or what does a hearing test cost. What the patient is honestly asking is, ‘Can you help me?’"

Using real-life examples, Hansen provides effective communication techniques on how to help practices take control of phone inquiries, how to schedule third-party appointments, and how to understand the patient’s needs before suggesting care.

For more information, call (800) 300-3046, ext 4125.

[SOURCE: CareCredit, July 2006]