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.