Blog
Blog
 
 
 
 
 
 
 
 
 
 
 
Blog
IDOC actively shares industry-focused articles, blog posts, podcasts, videos and other thought leadership with our members and other optometric practitioners. Below, you will find links to our growing library of educational materials and multi-media assets written and created by IDOC's team of seasoned industry experts.
Steve Vargo | 1/28/2020
A QUICK WAY TO CONNECT WITH PATIENTS

The longer I study what makes some doctors more influential with patients than others, the more I appreciate the ability of some to build strong connections with the patients they serve.

In a fast-paced healthcare environment where some doctors and their staff are seeing patients at a rapid pace, it might feel like there’s not enough time to connect with patients on a personal level. A quick case history, some pretesting, some diagnostic testing, communicate findings, and send the patient to the optical.

I might be “old school” in my thinking here, but I still think the adage applies – people like doing business with people they like and trust. Not computers or Internet sites or kiosks, but real people! I’m going to give you a tip here that will help you quickly connect with people, and in the process establish more likability and trust.

Typically, we ask about the patient’s occupation, because it’s relevant to how they use their vision. Instead of just asking “what” the patient does, ask “why” they chose that profession. This opens up a conversation that’s more likely to establish a personal connection, because the patient is likely to share something personal with you. You could also inquire about hobbies or other pursuits, like involvement in a charitable organization. This provides an opportunity for you to respond by telling the patient why you became an optometrist, which likely involves your desire to help others. Sharing that with the patient positively alters their perception of you.

Isn’t that a better way to start an exam than, “Are you having any problems with your vision?”

Even in a busy practice, this conversation might only last a couple minutes, but it can have a lasting impact on how the patient perceives you, whether or not they continue to return to you, and what their response will be when asked to purchase a product or service from your practice.

It’s relatively easy to walk away from a business that we have no real connection with. It’s less easy to walk away from someone we like and trust.

Don’t lose your patient to a website or an app. Make a personal connection!

Steve Vargo
Practice Management Consultant
Steve Vargo, OD, MBA is a 1998 graduate of Illinois College of Optometry. After working in a clinical optometric practice for several years, Dr. Vargo pursued his passion for practice management by earning his Master of Business Administration (MBA) degree from the University of Phoenix in 2008. A published author and speaker with 15 years of clinical experience, he serves as IDOC’s Optometric Practice Management Consultant and advises members in all areas of practice management and optometric office operations. Steve and his wife Melanie have two sons, Lucas and Ryan. In his spare time, he enjoys running, cycling, sports and music. A native Chicagoan, he is an avid fan of the Cubs, live music and deep-dish pizza.
 LinkedIn
Trending Blogs
 
 

3/30/2021 | Author: Geronda Wollack

Managing your staff can be challenging! Am I right? Or am I right? Now, managing your staff and feeling confident with whether you are being compliant poses a different level of challenges. I will share a story to illustrate this challenge.

I had a consult with an Office Manager who... Read more


3/30/2021 | Author: Amy Alvarez

Signed into law on March 11th, 2021, The American Rescue Plan Act offers an extension to Families First Coronavirus Response Act. This provision added additional reasons the leave can be used as well as increasing the cap on eligible compensation for a tax credit.

FFCRA... Read more


3/12/2021 | Author: Ximara Vega

What should a practice do when they have lingering product? Well, 1st we have to identify what lingering product is. In my world, lingering product includes all frames that have been sitting on the shelf for a minimum of 6 months. I like to evaluate product every quarter to identify... Read more


2/22/2021 | Author: Amy Alvarez

Maybe you’ve experienced some unpleasant events in your practice that you didn’t have a policy to cover, or you team is large enough that you vacation policy isn’t working anymore. Maybe you have never liked you scheduling and time management policy but do not know how to go about changing it.... Read more


1/14/2021 | Author: Ximara Vega

Every year people tend to make goals for the upcoming new year. Somehow a new year inspires others to reinvent themselves in some way and like most initiatives, they lose their luster after a few weeks. I was supposed have rock hard abs like 3 years in a row. If ever... Read more


10/15/2020 | Author: Geronda Wollack

A friend of mine was out in the job market and applied for a job as a Dental Assistant. She called me for some advice around interviewing, and during our conversation, she mentioned a shocking reality. She said, "Geronda, there were a few companies that I was interested in, but the job... Read more


9/24/2020 | Author: Maddie Langston

By now, most of us are familiar with online reviews and understand their reach and influence, particularly on Google, Facebook, and Yelp. As a marketing consultant at IDOC, I work with optometry practice owners and managers to increase the number of new patients at the practice, retain... Read more


9/11/2020 | Author: Geronda Wollack

During a phone call with my favorite sister (now, let's not share this with anyone else), she shared the following sentiment with me, "I was just as excited for my kids to go back to school this year, until I realized that I have one kid staying home and doing virtual learning and the... Read more


8/13/2020 | Author: Maddie Langston

Let’s say one day after an exam and a visit in your optical, a patient reviews their experience on your Google business listing and Yelp.

The review includes many details which makes it clear to anyone reading that they visited the practice, had an exam, and worked with an optician.... Read more


8/7/2020 | Author: Ximara Vega

Take a step back and think about your business. Are you in tune with the performance of your optical? Are you achieving your desired results? If not from you, where are your patient’s purchasing their eyewear? Why? How do your offerings compare to your competition? Investigate, by... Read more

© 2020 IDOC. All Rights Reserved