Facing Price Objections in Refractive Surgery? Transform Your Consultations with These 14 Key Questions!

When faced with price objections, it can be tough to showcase just how life-changing refractive surgery can be. But what if I told you that it’s rarely about the money and always about the value the prospective patient places on what they get AFTER the surgery? What if I told you there was a way to let your patients articulate the value themselves?

Transforming Perspectives: From Cost to Value

When confronted with price objections, it’s a golden opportunity to delve deeper into the value that refractive surgery offers. Here’s a powerful strategy to increase adoption rates: Ask some of these insightful questions in your consultations. They’re designed not just to inform, but to let patients reveal to themselves the profound impact your services can offer:

  1. How will your life change after this surgery? – This question helps patients reflect on the broader implications of improved vision.
  2. What hassles and inconveniences are you looking forward to eliminating? – Inquire about the inconveniences they’re eager to leave behind. Understanding the daily frustrations of glasses or contacts can highlight the surgery’s practical benefits.
  3. How much time and money will you save by not needing glasses or contacts? What will you do with those resources instead? – Discuss what they could achieve with the current resources on corrective eyewear. This conversation shifts the focus from cost to savings and opportunity.
  4. What might happen if you don’t get the surgery? – Prompt them to think about the consequences of forgoing surgery. This can underline the urgency and importance of the procedure.
  5. What new things will you be able to do without glasses or contacts? – Encourage patients to dream about activities or experiences they’ll pursue with better vision. This can ignite excitement for the potential life changes ahead.
  6. How might better vision improve your daily life and work? – Ask how enhanced vision could impact their daily routines and professional life. This highlights the practical, everyday benefits of surgery.
  7. How will this change how you see yourself and how others see you? – Discuss how the surgery could alter their self-image and social interactions. This can be a powerful motivator for many individuals.
  8. What are the three biggest life changes you expect post-surgery? – Have them articulate the top three life improvements they anticipate post-surgery. This helps them visualize the tangible benefits.
  9. How will your family and friends react to your new vision? – This question helps patients consider the social support and positive feedback they might receive, adding another layer of value.
  10. What does this surgery mean to you personally? – Encourage them to reflect on what undergoing surgery means to them on a deeper level. This can help connect the procedure to their values and goals.
  11. Beyond clear vision without glasses and contacts, what other benefits do you foresee? – Beyond clear vision, ask about other potential advantages they foresee. This broadens their understanding of the surgery’s impact.
  12. After the surgery, what vision-related achievement will you be proud of? – Have them think about what accomplishments post-surgery they would be proud of, reinforcing the procedure’s value.
  13. How will this surgery shape your future? – Discuss how this decision might influence their future, helping them see the long-term benefits.
  14. What does taking this step mean to you, perhaps even inspiring others? – Lastly, ask what this step could mean for inspiring those around them. This can add a sense of purpose and community impact to their decision.

Remember, when you say it, it’s selling. When they say it, it’s true. Letting patients answer these questions shifts the focus from cost to value. It’s not just about seeing better; it’s about a better quality of life.

If you’re a refractive surgeon facing price objections, try this approach in your next consultation. It’s not about selling; it’s about helping patients see the life-changing benefits they could gain.

 

NOTE: The best way to answer that nagging question about practice growth or marketing or patient volume in the back of your mind is to book a free 15-minute compatibility call. Get some options and go away with a clear idea of what’s possible.

About the author

Rod Solar
Founder & Fractional CMO

Rod co-founded LiveseySolar and acts as a Fractional CMO for our customers. He’s on a mission to help transform the lives of 10,000 people through vision correction surgery by 2024. To achieve that, he inspires his customers to make confident decisions that will help 50,000 people take the first step towards vision correction.

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Meet our Founders

We’re passionate about helping leaders of high-quality, growth-minded practice owners double their practice revenue

Rod Solar

Founder & Scalable Business Advisor

Rod co-founded LiveseySolar and acts as a Fractional CMO and Scalable Business Advisor for our customers. He’s on a mission to help transform the lives of 10,000 people with vision correction surgery by 2024. To achieve that, he inspires his customers to make confident decisions that will help 50,000 people take the first step towards vision correction.

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LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.

— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO

Laura Livesey

Founder & CEO

Laura Livesey is the co-founder & CEO of LiveseySolar. She has developed powerful refractive surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.

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Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.

— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK