I recently interviewed a specialty health care practitioner on behalf of a health device manufacturer. My client identified him as being less successful in equipping his patients with their device.
We walked through the patient experience, from scheduling to the welcome and the examination. He shared his passion for his work, and how great it felt when he was able to help his patients. He loved his job, and it showed.
But according to my client, he was far less successful at actually getting his patients to get the product that would improve their well-being.
Where was the problem?
We continued to discuss how the appointments typically end. “Once we determine the need for [device], I give my patients brochures for several different manufacturers, and tell them to go home and read them, then to let me know which one they want.”
Bingo. Read more