Do informed patients rather choose premium services?
Without any doubt, the utilization of premium lenses for sight corrections has been shown to achieve considerably superior results compared to regular lenses. They enable vision correction for different distances as well as a possible correction of astigmatism after cataract surgery and therefore eliminate the need for glasses. However, many patients still do not want to spend the extra money on premium lenses. But why is this the case? And how can you as an ophthalmologist change that in order to provide the best possible service to your patients?
In fact, many people just see the higher bill for premium lenses and do not even spend a second thought on collecting information about possible advantages. A very sad fact, to be honest, considering that this decision actually concerns people’s eyesight. I mean, this should not be like buying a new printing machine, dishwasher or video camera – it is a decision about your health and your lifestyle! But how can you make people understand this?
In my opinion, there is a fairly obvious, but extremely effective way to tackle this issue: high-quality, accurate patient education.
As mentioned earlier, most people are not even aware of the possible advantages they will experience through choosing premium lenses. Patient education is what can help here. Try to explain as clearly as possible what patients can expect from their treatment. Why do they need it? How is it going to work? What are possible side effects? And, of course: Which benefits will they have from premium lenses?
It has been shown in various studies that better informed patients are significantly more likely to go the extra mile and decide for the superior results with premium lenses. This will not only increase your treatment outcome – and, thus, your reputation as ophthalmologist – but it will also help you to amortize the high costs of medical devices and your staffs´ salary.
„But when should I find the time for this?“ – I literally hear you thinking right now. What I can say is: You don’t need any more time. There are really advanced technologies and applications out there which help you make all treatment options graphically understandable in seconds. Just search the App Store, you will find a variety of options ready to be utilized, for example on your IPad.
In a nutshell, patient education is key. Give them the information they need and you will see that an increasing level of understanding among your patients promotes an increasing demand for premium lenses – which benefits them just as it does for you.
