One of the most common questions I am asked by other surgeons is how to talk to patients about premium IOLs. It is so important to do this in an efficient but open, honest, and patient-centric way. Your job as a clinician and surgeon is not to sell anything. If you feel like you’re selling, you’re doing it wrong.
Here are nine best practices for doing it right:
1. Engage the patient in healthcare decision making
Make sure the patient understands that there is a decision to be made, and that he or she has a say in that decision. Ideally, patients should be exposed to multiple opportunities to learn about cataracts and IOL lifestyle decisions before they get to the exam lane. This helps to keep your time in the exam lane efficient.
These opportunities can be low- or high-tech, ranging from an educational packet or website content to customized videos designed for smart phone or tablet viewing.
It is important to use something interactive—such as a lifestyle questionnaire—in addition to more “passive” educational videos. Asking patients about their hobbies, activities, and preferred distances can get them thinking about their visual needs.
In our practice, we take advantage of waiting time in the lobby and dilating room to show patients videos and give them time to complete a questionnaire.