COVID-19 & Hearing Aids: What now?

Beeman Marketing realizes that health and safety are major priorities within your community, and our team is committed to helping you continue to spread your positive message to your patients.

The Novel Coronavirus Pandemic is creating major challenges for businesses across the world. There is great concern in the hearing industry as we work primarily with the senior demographic.  We want to reassure you that we are here for you to help you to continue to survive through this TEMPORARY crisis. Because this is temporary we can, and will all get through this together.

What does this mean for marketing? 

As your competitors retreat and turn off the lights. Think about it, in what competitive environment does the opponent retreat and you do the same?

That situation doesn’t exist! At this moment, our staff is diligently working to put together new messaging that will include reassurances for your patients. Now is an excellent opportunity to show your patients/potential patients that you are up to the task of caring for them during the Novel Coronavirus Pandemic. 

The senior population needs to be reassured that you can still safely care for their hearing/hearing aid concerns during this difficult time. This can be done in a safe and caring environment.

Here are 4 ways to reassure your patients before they visit your practice: 

1. Stay Clean: Of course – clean, clean, clean and then disinfect some more. Also offer disinfecting wipes & hand sanitizer available at every door. If you are out of stock, consider making your own. 

Recipe here: https://www.healthline.com/health/how-to-make-hand-sanitizer

2. Parking Lot Waiting Room: Have your customers stay in the car, call when they arrive, call them in when you are ready to see them immediately.

3. Confirm No Illness: Confirm with customers (and employees) before they enter your facility that they are healthy with no symptoms. Reassure your customers that this is being done.

4. Stay in Contact & Reassure: Email your database to reassure your customers that you are taking every precaution to keep them safe.

Introducing: New Health & Safety Design

A new letter to calm and reassure your patients during this time of social distancing and Covid-19 concerns.

Use this letter to connect with the Seniors in your community in a calm and positive way. Reassure your current and potential customers that you are taking every precaution with their safety in mind during this outbreak of the Covid-19 virus. The content of this letter is 100% customizable.

Need More Ideas to Stay Top-of-Mind with your Customers?

Ask about our print newsletters!

 

We’re All In This Together!

GIVEN A REASON, PEOPLE WILL STILL SEEK YOUR CARE!

When the other practices in your area stop marketing, you continue with positive messaging to your customers. The key now is to not raise the white flag, but find a way to move forward as these new circumstances change the way we do business.

“Tough times are inevitable in life and in business. But how you compose yourself during those times defines your spirit and will define your future.” 

– Sir Richard Branson –

Online Reviews, and Your Practice’s Success

Online Reviews, and Why They’re Important to Your Practice.

Every review matters, even the negative ones. In 2019, many consumers will look to online reviews before they ever step foot inside a place of business. They will rely on the experience of others to influence decisions for themselves. This is true with restaurants, hotels, and yes, medical practices. With the endless amount of information available on the internet your potential clients will not want to go in blindly to get their hearing tested or buy hearing aids. They want to know they will have a positive experience, and they will get that information from the reviews of your practice by others.

When something negative happens people will rush to Google, Yelp or Facebook to explain their experience. It is the positive reviews that are hard to come by. Rarely will people have a positive experience and take the time to write about it in a review. Our suggestion would be to ask customers to leave a review as they are checking out. Give them a computer or tablet to be able to do it in office. Offer an incentive for them to leave a review (gift card, promotional items, discount on a purchase). You can also gather reviews via the survey approach. Send an occasional survey to your current customers and ask about their experience. The key is to give them plenty of options and make it extremely easy for them to leave a review. If your practice shows up online with a lot of reviews, new business will go up. When negative reviews happen, make sure you are responding to the problem, and apologizing for the experience. This shows consumers you are aware of the issue and are working to fix it.

“After great customer service, your best line of defense is to make sure your good reviews outweigh the bad. As the New York Times piece pointed out – most reasonable people are going to discount the gushing, positive accolades and the scathing negative customer who expects you to give him or her the moon” (McCue)

In an article by Forbes it is stated that 90% of consumers claim that reading a positive review online influenced their buying decision. 85% of consumers read online reviews for local businesses.

After a customer receives your direct mail advertisement, or sees a social media ad, chances are they are going to Google your practice. If your practice is not investing in some kind of online reputation management, you are ignoring what is most often the first impression a potential customer has with your brand. It is a good idea to read your reviews from a consumer’s perspective. Think “If I needed hearing aids, would I attend this practice?”

Google also uses reviews to influence searches in your area. The criteria Google uses:

  • Number of recent reviews
  • Total volume of reviews
  • Average star rating

Your practices marketing efforts should not be an all eggs in one basket situation. You should have a marketing mix filled with direct mail, social media, email marketing, SEO, and online reviews. With all of these individual tasks working together, you will sell more hearing aids, and grow your business.

1 Simple Way to Boost Sales Now

3rd Party = Better Conversions

Your marketing efforts do not end once your direct mail is sent. That’s why we offer free reception staff training and tips to our direct mail clients.

Our top suggestion:

Ask the potential customer to bring a 3rd party to the appointment.

WHY?

You are most likely aware of this… but use this as a refresher or as a topic to discuss with your reception staff.

* A 3rd party – whether that may be a spouse, child, friend or caretaker, – who interacts with your patient on a daily basis may help your patient (and you) to better understand how the hearing loss is affecting his or her daily life.

* It is always good to have a second set of eyes and ears when going over the hearing test to help your patient retain information and clearly understand the issues.

* Having a 3rd party present potentially eliminates the need for the patient to leave the office to discuss financials with the spouse.

* Never underestimate the value of the “Familiar Voice Test.” Hearing the familiar voice of a loved one is critical for your patient to understand the benefits and value of purchasing the hearing aid.

 

Reminders for your Reception Staff:

Ask for 3rd party every time you schedule an appointment.

It can be as simple as “Is there someone who can come with you to your appointment? Maybe a spouse, a child or a close friend?”

If the 3rd party is not available during your promotion dates, offer to schedule into the following week and extend the promotional offer for your potential patient.

If the patient asks “Why?” Then discuss the benefits of the “Familiar Voice Test.”

Follow these guidelines and you will see a definite increase in your “units sold” conversion rate.

5 Tips for Answering the Phone to Book Hearing Appointments

5 Tips for Answering the Phone to Book Hearing Appointments

  1.   Don’t Talk Price.
  2.   Answer the phone during business hours
  3.   Answer the phone with your name and the practice name
  4.   Understand your current promotion
  5.   Keep calls short, simple, and to the point

Every call is an important opportunity for your practice. These tips come directly from our call analysts who personally listen to every one of the calls your practice receives when you do a mailing with us. We want you to schedule as many appointments as possible and implementing these 5 tips on the phone should help! Let’s break them down even further:

  1.      Don’t Talk Price

Why would a customer turn down a FREE hearing test? If the customer is told the cost of hearing aids without learning the value in it. The conversation of cost needs to happen; however, we suggest it happens in person with the audiologist or trained hearing instrument specialist after the test has been administered. Even by giving a range of prices over the phone, that high number can put your potential customer into “sticker shock” especially when they have not been informed of the value of what they are purchasing.  It is too easy for your potential customer to simply say, “I can’t afford that” and write you off. If you get people in for a test, and they realize how bad their hearing is and the importance of treating a loss, now that number may not seem so unreasonable. Hearing is important, and it matters, especially to your target market. Don’t kill the lead before they step into your office.

  1.      Answer The Phone During Business Hours

Time and time again as our call analysts are listening to calls and building reports, we are noticing more and more missed calls during business hours. The people calling in are interested in booking an appointment. If you miss that call, most likely, next time they are calling your competitors. If they do leave a voicemail it is critical that you call them back ASAP. With every phone call being a potential hearing aid sale why would you not pick up? If you are a small practice and can’t answer the phone when administering a hearing test, look into hiring a receptionist to help you answer phone calls during the day. The reception staff can handle scheduling and make sure the calls are  answered promptly; while you focus on administering hearing tests and selling more hearing aids. The position will pay for itself!

 

  1.      Answer The Phone With Your Name And The Practice Name

When you answer the phone with “Hello” or “How can I help you” it throws the caller off. First, the caller doesn’t know if he or she called the right number, and secondly it makes your potential customer feel awkward to have to start the conversation. Establish rapport with the caller by immediately providing your name and practice name. Try to your caller’s name during the call, make he or she feel valued. Hearing loss can be a sensitive subject to most people. The call is your first impression to your potential customer. The more comfortable they feel with your practice, the better.

The last thing I say on most phone calls is not, ‘Goodbye,’ but, ‘Thank you’.” Marshall Goldsmith

 

  1.      Understand Your Current Promotion

When clients call in mentioning the offer from your promotion, your reception staff needs to understand the promotion. Your efforts need to be coordinated to get clients in the door. Print out your digital proof of your most recent advertisement and have a copy by the phone.  The person answering your phone should never have to ask someone about the current promotion.

Is the customer asking about a previous promotion? Don’t ever say “Sorry, we aren’t doing that.” The rule of thumb is never turn anyone away. Apart from a “Lunch and Learn” or other very specific date for an event, there should be no reason not to honor a promotion. It is very common for people to save your mail piece but forget to call until the “promotion” has ended. In fact, the “after the fact” caller may be even more valuable due to the fact that he or she saved the advertisement and called back weeks later!

  1.      Keep Calls Short, Simple, And To The Point

As the person answering the phone, your job is to bring the caller in for a hearing test.. If you talk too long, or give away too much information, they may have no need to come into the office. To accurately assess the potential customer’s needs, all questions should be answered in person in the office as much as possible. By answering every question over the phone, the client may see no need to come in for a hearing test. Also, if you are a smaller practice with one phone line, a long call will tie up the line blocking any other calls that may be coming in. Get their info, schedule an appointment, and get off the phone so you can move on to the next call!  

New Thanksgiving Designs

New Thanksgiving designs as fresh as the food on Thanksgiving Day! Introducing our new “Happy and Modern Thanksgiving” pieces available in two color schemes- Gold and Gray, and Cobalt. The gold is designed to pop off the page and catch your customers eye. The turkey is familiar, it makes the customer feel comfortable. The color changing leaves signify the fall feeling that we all love so much. This beautiful design paired with the proven language that Beeman marketing has perfected over the years will bring more phone calls than your hearing aid practice is ready for.

Thanksgiving Food and Hearing Health: Thanksgiving is known for food, family, and even more food! Thanksgiving is one of the most anticipated meals of the year for millions of Americans. Stuffing your stomach full of Turkey, stuffing, and mashed potatoes can also benefit your hearing health!

Potassium will help regulate blood flow throughout your body which includes helping parts of your inner ear. Aldosterone is a hormone that regulates potassium in the body. As people age there can be a drop in this hormone leading to hearing loss. Good foods rich in potassium are: Sweet Potatoes, Green Bean Casserole, Butternut Squash, and Turkey!

Magnesium helps with the functionality of your nervous system, and may also help in reducing tinnitus. Eating right can be a good way to help fight tinnitus, what a better way to start than with thanksgiving?! Whole wheat rolls, and pecan pie are good sources of Magnesium for your Thanksgiving plate.

Zinc is heavily used by the inner ear. Adding Zinc to your diet can be a beneficial way to maintain healthy hearing, and help fight/ prevent/ hearing loss. Set out some nuts as an appetizer before your Thanksgiving feast. Nuts like cashews, almonds and pistachios are high in zinc.

Enjoy the holiday with friends or family, but you will enjoy the holiday even more if you can pack your practice with appointments!

Powerful Women Making the Best out of Hearing Loss

Many Women have changed the world in a positive way; so, on this International Women’s Day in 2018 I wanted to talk about a few of them. In this post I am going to focus on women who have been influential in hearing health or suffered from hearing loss. The ability to hear in general is taken for granted by a majority of the population; however, 1 in 5 Americans has a hearing loss, and that jumps to 1 in 3 over the age of 65. Hearing loss affects more people then most of us (common citizens) realize, so I wanted to shed a little light on positive women in this industry. It is good to spread awareness to younger generations, because a lot of damage to hearing happens during those years. If we can educate, and inspire about issues leading to hearing loss, we can positively impact the hearing health of the world.

Juliette Gordon Low: The founder of The Girl Scouts of America

Juliette Gordon Low suffered from hearing loss, and eventually complete deafness in one ear after a grain of rice thrown at her wedding punctured her eardrum. Becoming deaf in one ear did not stop her from founding one of the most influential programs in young girls lives! Another of Juliette’s passions was the inclusion of girls with disabilities who had typically been excluded from society. Her experience with hearing loss inspired her to create opportunities for other young women like herself; thus, inspiring and creating more fulfilling lives for millions of young girls.

Whoopi Goldberg: Actress, Host of The View

Whoopie Goldberg has been successful on the stage and on the screen throughout the years. She also has not let her hearing loss get the best of her! Whoopi is a hearing aid wearer, it’s just hard to picture them due to her stunning dreadlocks. She says that listening to loud music caused her to lose her hearing. She uses her “negative” situation and turns it into something positive for others! Whoopi became involved with the Starkey Hearing Foundation, which helps provide free hearing aids to children around the world. She also is an advocate for misuse of devices that can damage your hearing.

Mandy Harvey: Deaf singer from America’s Got Talent 2017

Mandy Harvey is a completely deaf singer songwriter who lost all her hearing at 19 years old. She suffers from a connective tissue disorder, and her nerves deteriorated causing her to lose her hearing. She uses the feeling she gets from the beat to stay on track when singing, and she also just has to trust muscle memory and her pitch when singing. What more can I say, you should probably just go watch her video https://www.youtube.com/watch?v=ZKSWXzAnVe0

She now gives speeches and performances across the country. Sharing her story for anyone who wants to listen! She also has written a book titled “Sensing the Rhythm, finding my voice in a world without sound” She is an incredible musician with an incredible life story, and I hope she keeps spreading her positive outlook on life!

These are just three examples of the many strong and powerful women, who turned their hearing loss into positive situations for others!

Hello Spring!

New Spring Pieces for 2018!

Snow is on the ground, but Spring is in the air! We want to introduce the first design from our 2018 Spring portfolio “Hello Spring”! The 2018 Pantone color of the year is Ultra Violet, so we felt it was only right to incorporate violet tones in this piece. Who says Hearing Aid Marketing can’t be fashionable? This piece would beg to disagree. The Beeman Marketing “Hello Spring” piece includes both water color, and hand drawn elements that are guaranteed to catch the eye of your patients. By pairing these two design trends with our extensive knowledge of the hearing aid industry, these pieces are bound to produce results for your practice. The possibilities for this piece are endless! It can be updated to include Easter, Mother’s Day, May is Better Hearing Month, or any other custom design that you see fit. We always want what is best for you, and that is to make your phone ring! By partnering with Beeman Marketing you will experience a personal one on one connection, and we won’t compete with anyone else in your area. Give us a call today to set up a mailing campaign for spring, you’ll be glad you did.

Give Us A Call: (800) 507-2060

Visit us online: www.beemanmarketing.com

New Holiday Pieces & Formats for 2017

New Holiday Pieces & Formats for 2017 – Direct Mail for Audiologists, ENT’s and Hearing Aid Dispensers

Let’s talk Santa Claus and snowflakes! Yes, it’s that time of year again.

Families get together for a Holiday meal. The little ones are running to Grandpa to tell him about the latest event at school. Then Grandpa realizes that he just cannot hear those sweet little words. Grandma looks at him frowning. The adult children are concerned and discuss that it may be time for a hearing aid.

Perfect time for your gorgeous new Holiday mailer to appear in the mailbox.

Format: The Ornament Plastic Card

The basic plastic card design has worked great for our clients all over the country. We are excited to unveil this new plastic card design with two punch-out’s – a gift card and a keepsake ornament.

Why It Works:

This is not your everyday piece of mail that arrives in your mailbox!

The gorgeous full color design and unique format alone make it stand out from the rest. Once your client has this piece in hand, they can then punch out the gift card with your practice information to bring to their appointment as well as a keepsake ornament to remind them of your event dates. This exciting new piece ensures that your brand stays at the top of their mind.

Available in two new Holiday designs.

Format: The Bi-fold Invitation Style with Insert

The format itself is a tried and true design at Beeman. We have many different themes utilizing the same format, layout and similar message.

Why It Works:

During the holiday season this format is especially effective.

Every part of it – from the envelope with the Holiday stamp to the gorgeous full color greeting card style message. All displaying a gentle invitation to your practice. This hearing aid direct mail piece works to keep your marketing message in your customer’s hands (and out of the trash). This format is especially popular with Audiology and ENT practices.

New Hearing Aid direct mail

Bi-fold Invitation designs for the 2017 Holiday Season:

The Holiday Floral

A nostalgic floral design that gives your client that Holiday warm & fuzzy feeling.

The Modern Holiday Minimalist

For those of you looking for that more modern hearing aid direct mail, with a look to fit in with your branding. This piece still has a gorgeous design paired with a more modern aesthetic.

Please note:

All Holiday designs can be used in any format – from postcard to 4 card envelope.

Also available with colored envelopes. Ask your Beeman consultant for pricing and for recommendations on formats that would be best for your unique practice and territory.

http://beemanmarketing.com/contactus

Of course, there are still our traditional and ever popular Beeman Holiday designs. See more Holiday hearing aid direct mail designs here: http://beemanmarketing.com/portfolio

Hurry! Contact your Beeman Marketing consultant today!

Phone: 800-507-2060

Email: info@beemanmarketing.com

Deadlines for Christmas pieces are November 6th, and 13th so don’t delay!

Meet Your Call Analysts & Why You Need One

Meet Your Call Analysts

& Why You Need One for Your Audiology, ENT or Hearing Care Practice

At Beeman, we offer call tracking and analysis reports to our direct mail clients.

Every Beeman mail piece contains a tracking number that records and logs your calls. During your promotion, our call analysis team reviews the status of your calls and compiles reports on the status of your promotion such as:

> Are your phones working correctly?

> Maybe the receptionist is confused about the details of your offer?

> Do you have too many calls going to voice mail?

These are just a few things our analysts are looking at. These any many other situations can arise and skew the success of your direct mail event.

Our goal is to catch the issues –  enabling you time to correct and continue with your successful event.

> See our blog on How to Set More Appointments (and Sell More Hearing Aids)

The popularity of this service has exploded and so we are happy to announce that we have recently bolstered our staff to keep up with demand.

Here is a little bit about our Busy Bees and how they are hard at work perfecting your hearing aid marketing.

Meet Lisa

Lisa has an extensive history in sales, customer service and management. She is listening to your calls every day, compiling the statistics and alerting our sales staff of any issues that may arise – whether it be a receptionist confused about a promotion or issues with your phone line. This helps to avoid costly mistakes and help to ensure a successful promotion! (She dosen’t like her picture and will probably be mad at me for posting it here but I think it’s adorable!)

Meet Alison

Alison is one of our original call analysts that helped us to begin and perfect our unique call analyst service. Alison’s background includes customer service and office management. Together Alison and Lisa are listening to your calls, compiling your reports and preparing suggestions that will help to increase your promotion success. (I also think Alison’s picture is adorable!)

Meet Bill

Bill recently graduated with his MBA in Business Administration and is a self-proclaimed spreadsheet wizard. Bill goes over your reports with a fine tooth comb and helps to crunch the numbers – helping us to gauge your promotion and what exactly is working for you (and what will continue to work for you in the future).

Bill is also responsible for assisting with compiling your mailing lists. Bill takes your in-house “Do Not Mail” requests, ensures that all records are removed from your current mail list, and prepares the list for our printing facility and our shipment house. (As well as being a very snappy dresser. Love the bow-tie Bill!)

Get in the Hearing Loop

No Time Like the Present
for Getting in the Hearing Loop

by Monique Hammond – hearing impaired author & current president of the Twin Cities Chapter of the Hearing Loss Association of America (HLAA TC)

“Getting in the Hearing Loop” is the title of a joint public education effort between the Hearing Loss Association of America (HLAA) and the American Academy of Audiology. Audiologists and hearing instrument dispensers are the main resources for explaining the function and the advantages of hearing/induction loops and telecoils to customers as part of an inclusive aural rehabilitation program. People must be informed about their choices.

A discussion that can no longer be avoided

Now that the Americans with Disabilities Act (ADA) states that induction loops meet the requirements for accommodating hearing loss, discussions about the advantages of the loop/telecoil system can no longer be avoided. I am not a lawyer but I would not be amazed if in the future non-disclosure of this technology might be construed as contributing to “limiting access.”

As the notion of induction looping is finally gaining steam across the nation, advocates push ever harder for looping, which is fast becoming an industry of its own. Yet, the excitement about “looping” threatens to eclipse the talk about T-coils that allow users to access the loops. Are those with hearing loss who are supposed to be helped by the technology being left behind?

Misunderstandings among patients are plentiful

Here are some questions and comments from a recent support meeting that featured “Looping and Telecoils” as its speaker topics. I share these in order to highlight that there is still widespread lack of knowledge and understanding among the target population.

  • Do I have Telecoils in my instruments? How can I tell?

If clients have to ask others, an important aural rehabilitation lapse has occurred. However, these were also my questions when I first came into the looped environment of my support group some years back. Obviously, I did not have any T-coils, and I did not know what they were. It is time for a change: When the blue induction-loop sign is displayed people should know if they have access to the loop or not and how to tune in.

  • Why are there no telecoils in my instruments?

In the past, the argument was that nothing was looped, and so T-coils were never even mentioned to the patient. But as Bob Dylan tells us:” The Times They are a-Changing…”

Maybe the manufacturer did not install them − but why was the client not informed about that? Maybe the hearing aids are too small or buried too deeply in the ear canal to accommodate coils. Make people aware of the access limits that ever tinier instruments impose. Does the customer fully understand the implications of sacrificing loop access? Document the discussion.

  • I have T-coils but they never work.

It turned out that this person actually tried to listen in non-looped environments. Weren’t telecoils meant to make people hear better? Yes, under certain circumstances. It is important to explain how “looping” actually works.

Also, telecoils do not work unless they are activated. In this case it turned out that they had indeed been put into service. The client did not know how or when to use them and needed a refresher course. However, the opposite is also often true: Telecoils may be manufacturer-installed but they are not activated or set.

  • My T-coils are no good. I have to move my head around to get a better reception.

For signal clarity, T-coil orientation matters and should be adapted to the situation under which the coils are mostly used. Does the client have the optimal position for tapping into the loop? However, quality of reception can also depend on the quality of the loop itself. This is why installers need to be certified and must be familiar with the international standards that apply to loop installation.

The importance of informed choice

Yes, it takes extra time to discuss, activate and tune telecoils. However, they are fast becoming quite the topic in the world of hearing loss. In the interest of customer service and trust, talk about them before patients do. People will be grateful for the information ─ I know that I would have been.

Although looping details are familiar territory to hearing specialists, they are not necessarily an easy grasp for the general public. People misunderstand and forget. Therefore, repeat the information and ask follow-up questions.

Draw up a “Loop & T-coil Talking Points” chart for education as well as for documentation. Then, if after the issues have been laid out, telecoils do not figure into their instrument decision, the hearing professional can rest easy as the clients made an informed choice.