Take steps to increase premium IOL conversions
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TAMPA, Fla. — Three keys to increase premium IOL conversions in private practice are to know the data, to be fully committed and to rethink the patient journey, according to a speaker here.
“You should know what your conversion rate to premium IOLs is. Do you know where you actually are?” Carrie Jacobs, COE, said at Telling It Like It Is.
Once a surgeon knows the current conversion rate, a target can be set. Then, the surgeon must commit to that target and have the practice team commit to achieving it as well, she said.
“You can’t do that alone. They have to believe in what you’re doing, and they are part of the team. They want to win the game. They just need to know what the plays are, which means you have to share your targets,” Jacobs said.
After getting staff buy-in, the surgeon needs to focus on the patient journey. With so much information for the patient to process, along with fear of the procedure itself, it is important to break down the patient journey to understand the touchpoints to make with the patient during the process from the start of the cataract diagnosis, she said.
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Jacobs C. Elevating the premium experience for premium conversion. Presented at: Telling It Like It Is; Feb. 15-18, 2024; Tampa, Florida.
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