Question
What are some strategies for selling Unite Wireless Accessories?
Answer
We know that selling hearing aid accessories can be challenging at times. Based on the feedback we’ve received, we’ve come up with some recommended strategies to boost your wireless accessories prescriptions.
- Keep it proportional: Keep patient needs front and center; determine whether a patient will benefit from wireless accessories during their clinical evaluation. Avoid recommending Unite accessories to patients who won’t necessarily find substantial benefit.
- Keep it simple: Some people who may benefit from the Unite systems may find them confusing. Don’t assume people won’t be able to use the systems, rather make the process as transparent and simple as possible.
- Demonstrate wireless accessories for the patient during their visit, but only if you think they are relevant and will be beneficial to the patient
- Use bundled pricing
To increase the effectiveness of a wireless demonstration, we recommend including the significant other. First fit the hearing devices, and then ask the patient to push the streaming button on the Unite Remote Control or press and hold the program button for about 3 seconds. The hearing aids will then receive the streamed signal in the form of a movie from the DVD player, TV or iPad depending on how your office is set up [ for more information on getting your office Unite friendly, schedule an appointment with your account manager]. With sound now coming from the Unite streamer, both the significant other and the patient should hear the movie. Next, allow the significant other to increase or decrease the volume on the DVD player for his/her comfort level, and then ask the patient if they can still hear the movie at a comfortable level. If not, increase the volume on the Unite streamer until it is comfortable for the patient. Show the patient how to adjust the volume on the streamer as well. When the patient and the significant other can both hear at his/her own comfort level simultaneously enjoying the movie together, they invariably become excited about the technology.
“Pre-pair” all accessories for the end-user and provide simple instructions on how to plug the systems into audio or TV devices and/or how to charge other Unite accessories. Provide simple instructions on how to use these accessories. New users are typically overwhelmed with things we may think are simple like getting hearing devices in and out of their ears or just cleaning them, so it makes sense that a long list of pairing and caring for Unite accessories may just be too much at a first fit. By “pre-pairing” the systems in advance, the dispensing appointment will run much smoother and become a part of the traditional counseling session. This will make it much easier to adapt into your clinic’s fitting and counseling session protocol.
Offering a complete bundled package and price to the patient can help patients accept and benefit from wireless technology. Simply add the price of the accessories to the price of the hearing instruments and offer it as a complete package more closely suited to the patient’s needs.
The ReSound virtual symposium, Advances in Amplification: Meeting the Needs of Aging Adults, included a course by Hillary Snapp, Au.D. entitled Wireless Technology – Adoption and Incorporation for Your Practice and includes many additional strategies. It is a great resource and available as a recorded and text course in the ReSound Course Library on AudiologyOnline.
