8. Don’t decide based on assumed financial ability
When physicians try to guess whether patients can afford laser or premium IOLs, we often make assumptions that aren’t true. Additionally, if you sound like a salesman, patients will shy away from the choice—regardless of their income status. But if you present the options honestly and with sincerity, patients are perfectly capable of making decisions about what is valuable to them.
Most cataract-aged patients have some discretionary income at this stage in their life, and they value their vision more than physicians think.
I don’t delve into the cost discussion much myself, preferring to leave that for staff, but if a patient tells me they are torn about the price tag, I say, “You know, it is an investment, to be sure, but it’s one you will use every waking moment of your life for the rest of your life.”
I also point out that, over time, the one-time cost of presbyopia correction may not be that much more than getting new bifocals every couple years.
NEXT: 9. Up your game