William B. Rabourn: “Refractive Patients More Likely to Commit With Doctor Support”

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In an article featured on the cover of the July edition of Ophthalmology Business, William Rabourn encourages eye care professionals to consider research-minded refractive patients to be “hot prospects” and offer them specific support.

William B. Rabourn

William Rabourn

Many patients take the scenic route that involves several levels of ‘let’s see’ research.

The decision making process for someone considering LASIK or cataract surgery can be a long one and may lead many eye surgeons to take a pessimistic view of a patient’s likelihood to commit to a procedure. In his article featured on the cover of the July edition of Ophthalmology Business, Medical Consulting Group, LLC, consultant William Rabourn insists eye care professionals should not to be discouraged by patient hesitation. In fact, Rabourn encourages eye surgeons to consider research-minded patients to be “hot prospects” and to offer them specific support.

In his article titled “Lending a hand to patients tangled in the indecision loop,” Rabourn starts by explaining why surgeons should not assume these consumers are “indecisive or unmotivated.”

“Many patients take the scenic route that involves several levels of ‘let’s see’ research of treatment, provider, financial, and payment options,” he says. “A person who persists in investing this much time and energy in researching a refractive procedure and providers has a genuine interest.”

The best way to help these LASIK consumers and cataract patients make it through the decision-making process, says Rabourn, is to acknowledge the various decisions they are tasked with making concerning the procedure itself, who will perform it, and how to pay for the results they want.

“Each decision you help them get out of the way at the beginning of the process makes it easier and less stressful to focus on the remaining issues.”

Rabourn then outlines how, with a little guidance and support from their doctor, a patient’s “journey to the vision they want doesn’t have to be protracted to be productive.”

To read the full article, go to OphthalmologyBusiness.org, or visit MedCGroup.com.

For more medical business tips from William Rabourn and other ophthalmic industry consultants, watch Medical Consulting Group’s “Eye for Business” videos on YouTube.

Learn more about the firm’s wide-ranging business solutions, ASC development services, and qualified consultants at MedCGroup.com.

ABOUT WILLIAM B. RABOURN
Mr. Rabourn is a founder and managing principal of Medical Consulting Group (MCG) in Springfield, Mo., and a member of ASOA. He provides consulting, strategic planning, and creative services to ophthalmology and plastic surgery practices. He can be contacted at bill(at)medcgroup.com.

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Leah Taylor