Use It or Lose It: Helping Patients Make The Most Of Their Benefits
As our year is quickly coming to a close, insurance benefits are a valuable resource for individuals seeking optometric care. However, many people often fail to utilize these benefits before they expire, resulting in missed opportunities for both patients and optometry businesses.
You do not have to be a part of a large chain to implement effective strategies that encourage patients to leverage their insurance benefits promptly. Just follow this simple behavioral science concept: If you want someone to do something, make it easy.
Let’s look at how to encourage patients to use their insurance benefits at your optometry business before they expire.
Communicate Effectively
Clear communication is vital for helping patients understand the full extent of their insurance benefits and the importance of using them before the expiration date. As an independent business owner, you can customize communication.
Consider implementing the following strategies:
Send Reminders: Send friendly reminders via email, text message or automated phone calls to notify patients about their upcoming benefit expirations. Remind patients they have paid for these benefits.
Explain Benefits: Train staff to provide a details explanation of insurance benefits during patient visits, emphasizing the services covered and any limitations or restrictions. This will empower patients to make informed decisions about utilizing their benefits.
Offer Comprehensive Eye Exams: Position comprehensive eye exams as a gateway to proactive eye health and early detection of potential issues. Promote the importance of regular exams to maintain optimal vision and identify any underlying conditions.
Emphasize that insurance benefits often cover these examinations fully or partially, serving as a strong incentive for patients to schedule appointments.
Educate on Eyewear Needs: Inform patients about the importance of updating their eyewear regularly to maintain optimal vision and eye health. Explain that insurance benefits often cover a portion of the cost for eyeglasses, contact lenses, and prescription sunglasses. Educate patients about the latest trends and advancements in eyewear to pique their interest and encourage them to take advantage of their benefits.
Create Exclusive Promotions: Design promotions that encourage patients to schedule appointments and utilize their insurance benefits before they expire. These promotions can include discounts on additional services, special offers on eyewear upgrades, or package deals that incentivize comprehensive eye care. Be sure to clearly communicate the time-sensitivity of these promotions to generate a sense of urgency.
Develop Partnerships: Collaborate with insurance providers and local businesses to expand your outreach efforts. Establish partnerships that encourage patients to use their insurance. As a business-building initiative, I helped a client reach out to a nearby oil and gas company offering their employees preferred pricing (many of these companies have generous benefit plans). We have met so many wonderful new patients as a result of this program.
Everyone is extremely busy these days, so it’s important to recognize that and make things easy for people. By doing so, you can enhance customer satisfaction, improve patient outcomes, foster a positive reputation for your business… and ultimately, increase revenue.
Nancy Dewald is a business development professional, workshop facilitator and optical industry veteran. She is CEO and founder of Lead Up Training & Consulting, which specializes in identifying business gaps, implementing solutions and developing leaders.
Article as seen in Optical Prism.