Hearing aid technologists are in a unique position within the hearing aid industry. We’re the highly-trained, certified face of the industry. We’re the professionals who interact with customers.
And that’s a big responsibility – one that should not be taken lightly. It’s often up to the hearing aid dispenser to fit customer and device for the least obtrusive, most satisfying hearing experience.
Naturally, after the completion of a full hearing evaluation, you have the metrics needed to make a good fit. But the astute retailer doesn’t stop with the eval results. There are a number of considerations to take into account before fitting device and consumer – considerations that must be evaluated before making any recommendations. Of course, the final choice must offer the best opportunity to improve consumer hearing and quality of life. But within those results a number of options are available based on the needs of the wearer.
Budget
Let’s cut right to the chase. Most first-time hearing aid buyers are stunned with sticker shock, unaware of the gigantic strides that have occurred with the advent of digital hearing aid technology. Expect it.
Usually, consumers have a number in mind. It’s important to explain the options and performance features a higher-priced model affords, but hey, there’s no room for up sell in the hearing aid retail community. The final choice of devices should take into account the buyer’s budget, delivering the most useful features at the lowest cost.
Assume the cost will be the client’s number one concern.
Life Style
Hearing technologists are seeing hearing aid buyers who are younger than in the past. Chalk it up to a noisy world, MP3 players and monster truck rallies. And even the older consumer continues a healthy, active life for many years.
During discussions with the client, it’s important to learn about life style. Active, out-there people will require more durability and maybe even water-proofing for the 80-year-old whitewater kayaker (oh yeah, they’re out there).
Because we have so many options today, it’s simple to determine the right device for active wearers and couch spuds.
Self-Image
This is often overlooked, even by experienced technologists. A customer may have concerns about appearance, perceptions of others and even self-image concerns. I’ve had buyers tell me they feel “broken.”
A couple of different ways to go here. First, today’s manufacturers offer devices in a bright array of colors, removing the stigma of wearing a hearing device or two. Or second, there are CIC options for some consumers and even BTE units are low-profile.
It’s funny. Some customers come right out and tell you, “I don’t want some big clunky thing that everybody can see.” Message received. Others may be embarrassed to discuss their emotions regarding this purchase but with some gentle questioning, you see what that individual wants/needs to maintain the highest levels of self-esteem.
Consumer Concerns
It’s essential that the hearing aid technologist answer all consumer questions in terms the consumer can understand. If the client doesn’t know what signal-to-noise ratio is, explain it.
Also, I always tell my clients to expect a transition period. Even the best devices won’t replace normal hearing so wearing a hearing aid does take some getting used to. My advice is wear the hearing aid for a couple of weeks and track problems. Then, come in for an adjustment.
The hearing aid technologist, more than any other figure within the entire hearing industry, is in the best position to assure that each consumer is fitted with the best-suited device based on cost, level of activity and a host of other factors.
In this case, you can’t just “go by the numbers.”
And that’s a big responsibility – one that should not be taken lightly. It’s often up to the hearing aid dispenser to fit customer and device for the least obtrusive, most satisfying hearing experience.
Naturally, after the completion of a full hearing evaluation, you have the metrics needed to make a good fit. But the astute retailer doesn’t stop with the eval results. There are a number of considerations to take into account before fitting device and consumer – considerations that must be evaluated before making any recommendations. Of course, the final choice must offer the best opportunity to improve consumer hearing and quality of life. But within those results a number of options are available based on the needs of the wearer.
Budget
Let’s cut right to the chase. Most first-time hearing aid buyers are stunned with sticker shock, unaware of the gigantic strides that have occurred with the advent of digital hearing aid technology. Expect it.
Usually, consumers have a number in mind. It’s important to explain the options and performance features a higher-priced model affords, but hey, there’s no room for up sell in the hearing aid retail community. The final choice of devices should take into account the buyer’s budget, delivering the most useful features at the lowest cost.
Assume the cost will be the client’s number one concern.
Life Style
Hearing technologists are seeing hearing aid buyers who are younger than in the past. Chalk it up to a noisy world, MP3 players and monster truck rallies. And even the older consumer continues a healthy, active life for many years.
During discussions with the client, it’s important to learn about life style. Active, out-there people will require more durability and maybe even water-proofing for the 80-year-old whitewater kayaker (oh yeah, they’re out there).
Because we have so many options today, it’s simple to determine the right device for active wearers and couch spuds.
Self-Image
This is often overlooked, even by experienced technologists. A customer may have concerns about appearance, perceptions of others and even self-image concerns. I’ve had buyers tell me they feel “broken.”
A couple of different ways to go here. First, today’s manufacturers offer devices in a bright array of colors, removing the stigma of wearing a hearing device or two. Or second, there are CIC options for some consumers and even BTE units are low-profile.
It’s funny. Some customers come right out and tell you, “I don’t want some big clunky thing that everybody can see.” Message received. Others may be embarrassed to discuss their emotions regarding this purchase but with some gentle questioning, you see what that individual wants/needs to maintain the highest levels of self-esteem.
Consumer Concerns
It’s essential that the hearing aid technologist answer all consumer questions in terms the consumer can understand. If the client doesn’t know what signal-to-noise ratio is, explain it.
Also, I always tell my clients to expect a transition period. Even the best devices won’t replace normal hearing so wearing a hearing aid does take some getting used to. My advice is wear the hearing aid for a couple of weeks and track problems. Then, come in for an adjustment.
The hearing aid technologist, more than any other figure within the entire hearing industry, is in the best position to assure that each consumer is fitted with the best-suited device based on cost, level of activity and a host of other factors.
In this case, you can’t just “go by the numbers.”
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1 comment:
Excellent post. Very insightful. Good client care builds good business through word of mouth.
Thanks for the good info. Looks like I've got some more reading to do.
PL
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