Part of the Prosight Success approach is the need to sell glasses well, maximize profits, and to diversify the products/services you offer. In the landscape of eye care, and with the proliferation of competition, practices don’t have the option of ignoring these basic business precepts.
But this truth remains: none of those strategies matter unless you are an excellent eye care provider.
I once worked with a practice that had their procedures down. Their front desk checked in patients with efficiency. The techs worked up the patients with care. The optical was full of skilled salespeople who met their patients’ ocular and fashion needs. All the procedures for success were in place.
And they were losing money every month.
Why? Simple. Their doctors weren’t good doctors. Oh, don’t get me wrong. They knew eyeballs in and out. They were good clinicians, but their demeanor and practices indicated that they had just quit caring about their patients.
For example, they showed up only once the first patient was seated. They left the second the last patient was done. Their conversations with their patients were minimal. They didn’t make efforts to be relational. It appeared as if their goal was to get the patient out of the chair and into the optical as fast as possible. As a result, patients were losing loyalty and affection for their practice.
What causes this approach? Why would any eye care provider lose the personal touch that is essential for eye “care”?
Sometimes, the pressure from ownership is to see so many patients, personal interaction is nearly impossible.
Sometimes, eye care providers succumb to the temptation of profits over patients.
Sometimes, there is no accountability for the doctors that enables them to be personal day in and day out.
Honestly, there are innumerable reasons why this happens. There is, however, only one thing that is going to change it. Each doctor has to purpose to make a change. They have to determine for themselves that they are going to care for their patients’ eyes and their person.
What else can make a change? Mentorship is an avenue. Bringing in a consultant to refocus the practice is another. No matter the approach, and no matter the present profit, if eye care providers don’t care for their patients’ person, their practices will suffer in the long run. Take action before that is you.
If you would like input on these things or would like to talk about practice and personal consulting, please contact us at ProSight Success. We have been in the marketing business for 20 years, and we would be glad to help you. Just email Gordon at firstname.lastname@example.org, and you can get started.
Gordon Duncan is the CEO/Consultant of ProSight Success and has trained employees for nearly 20 years.
ProSight Success has several tools to help you with all of this. Our international bestseller, Practice Progress, goes deep into the philosophies above. You can find the paperback at Amazon.
However, your best value is the full 7 Step, 7 Book ProSight Success System. We offer it in 3 formats:
Digital ProSight Success System
Paperback ProSight Success System
And our best value: the ProSight Success Workbook that includes a digital copy and a free hour of consulting.
Of course, Gordon Duncan, our CEO, is also available for private consulting. Email him at email@example.com.
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.