December 26th begins Insurance Week.
What’s Insurance Week? You know the answer. Insurance Week is when people whose insurance benefits expire at the end of the year rush to see their eye care professional. They want and need an eye exam, and they don’t want to waste their materials benefits. If you can see them, then you can sell them glasses and contacts, and hence, make more money.
All good news, right? It is if you can see as many of them as possible without making them angry and burning out your staff. To help you accomplish these goals, ProSight Success offers these 3 tips:
Treat Your Staff Like Royalty – Be honest with yourself. You are going to ask more of your staff this week than any other week of the year. More than likely, you will see more patients, verify more insurance, and sell more glasses than usual. Your staff will receive the same pay for all of this crazy work. So, treat them like royalty. Provide coffee, snacks, lunch, or whatever. All in all, you might spend $150 a day on your staff, but you will make that up with just one pair of glasses sold. Keeping your staff happy is going to give them the ability to care for your patients well over this long week. They will appreciate it.
Treat Your Patients like Royalty – Do the same for your patients. No matter how you try, your patients are going to have to wait around, and there will probably be some insurance hiccups. Provide coffee for them. Have a staff person walk around with a basket of chocolates. Bring in extra chairs if you have room. If you have a television, tune it something that might be interesting for your folks to watch. Whatever you decide, just let your patients know that you are aware of the craziness of the week, and you want them to know how much you appreciate them.
Communicate with Both – Let your staff know about taking lunches. Let them know ahead of time that you have food for them. And for your patients? Be sure to tell them expected wait times. Be honest about their expected time in your office. No matter what, just communicate.
I hope you have a great Insurance Week. Take care of those employees and patients, and the money will take care of itself.
Gordon Duncan is the CEO/Consultant of ProSight Success. He has worked in the eye care industry for nearly 20 years. He has consulted in the medical field, manufacturing, accounting, and many other disciplines.
ProSight offers resources to put you back in control of your practice.
P.S. ProSight Success has a 7-volume playbook to put all of these things in place. Typically, this resource costs $199. I have cut its cost 50%. From now until the end of the year, you can purchase the ProSight Success System in paperback for $100.
P.S.S. If you can’t afford these investments, ProSight offers a free e-book to get you started. Just go to www.profitableeyecare.com to get your copy
Gordon Duncan is an award-winning educator, salesman, teacher, manager, and writer. He has taught in the public school system, lobbied for school's accreditation, managed eye clinics, led sales' teams, and also publishes books on theology, church, and culture.