Eyemax Refractive Group’s Pennsylvania-Based Client Increases Femto and Refractive Cataract Package Upgrades by 56% using Strategic Partnership
An ophthalmology practice based in Pennsylvania, that recently acquired a femtosecond laser for cataract surgery, was frustrated with low premium conversions. Working with Eyemax, they were able to establish benchmarks, track and measure results, and improve patient processes and education, that in turn increased conversions and revenue.
Selling the Benefits Not the Features
After a thorough evaluation, Eyemax recognized that the counseling and scheduling process needed to be modified in order to highlight the benefits of the technology versus the features. By identifying that each patient would attribute different benefits based on lifestyle and preference, the counseling staff personalized each exam with considerations to lifestyle, activity level, and employment or hobbies.
Using Tools to Build Credibility
While altering the overall flow and implementing a training process to serve the patient’s needs, branded collateral pieces were also created to better educate the patient, not only during the exam, but also beforehand. This pre education process was crucial for the ultimate success.
Measured Results
In the first few months after implementing Eyemax’s consulting and branding strategies, this practice improved their premium conversions with femto and premium IOLs by 22%. Within 12 months, they improved by 49% and since the beginning of the program almost two years ago, they have improved their overall conversions by 56%. They have now sustained an over 80% conversion rate into premium cataract surgery packages, and are excited to work with Eyemax to improve their volume for other refractive services.
