Helping Patients View Hearing Aids as a Benefit - Not a CostBy Findly, Paul; Hearing Review,
Publication Date: December 2007
Article offers advice to hearing care professionals in recommending a hearing aid to clients. Practical recommendations include: (1) Using the initial consultation as an opportunity to have dialogue with clients to establish investment in their well-being; (2) Spending 50-75% of the time with clients asking open-ended questions and receiving answers about their lifestyles, buying motivations, and level of knowledge about hearing aid technology; (3) Avoiding too much technical jargon that may cause the client to feel confused or ignorant; (4) Gearing the discussion of the product’s technology around the fulfillment of the client’s emotional needs, e.g., assuring that the hearing aid automatically adjusts during telephone conversations, facilitating communication with family members; (5) Addressing concerns over the cost of the device, including the integration of a monthly financing solution. The article concludes that communicating specific benefits based on each client’s individual feelings and needs can help them see the recommendation as a quality-of-life investment rather than as a cost to be endured as the result of a disability.
Published by: Ascend Media LLC (Website:http://www.ascendmedia.com)
Link to text: http://www.hearingreview.com/issues/articles/2007-12_02.asp