I see it all the time.
The client comes in for an evaluation and shows hearing loss in both ears. However, the cost of two hearing aids doubles the price and the client objects. It hurts enough to pay $1,000 for a basic unit. It hurts twice as much when you have to buy two units so clients will tell the hearing specialist that s/he doesn’t want to pay for the second device. One will due.
Localization
The problem, here, is localization – something about which the client is probably unaware. It takes two working ears to locate the source of a sound. As the sound waves move through the air, they’re picked up by the two ears at slightly different times because of the positioning of the ears on each side of the head. This is called binaural hearing.
Clients who try to save a few bucks by purchasing a single device should be counseled against this practice. Sure, the client may be able to hear the TV but the listening experience is never going to be natural. Or comfortable.
Buy Down
Look, as a hearing aid technician and salesperson, you know the high cost of these digital marvels and you understand the quality of life issues associated with hearing well – and that includes the ability to locate the source of sounds.
When faced with a client who insists on the single device, I always recommend buying a lower priced model – but buy two of them. This improves the ability to locate sounds and to create a more natural listening experience.
The extra money spent on a second hearing instrument will be forgotten in a few days. The ability to hear naturally…well, can you – the hearing aid professional – put a price on that? I can’t, though the buyer will certainly try.
Never make the client feel silly or “cheap” for trying to save on better hearing. However, point out that if the client suffered vision loss, s/he would do whatever was necessary to reverse that loss. Same applies to hearing. When it’s broke, fix it. Fix both ears with two devices.
Hearing aid professionals who sell a single device to their clients may think they’re doing these folks a favor. They aren’t.
Your clients want to hear out of both ears and that means two devices – even if they don’t know it when they walk into your store. Part of your job is educating the consumer so push back gently when a client insists on the purchase of a single hearing aid.
After all, you’re a professional and you want what’s best for your customers. That’s how you grow a successful hearing technology retail outlet – by doing the right thing for your clients – even if they don’t know it.
John M. Adams III
jma@hearingtutor.com
http://www.hearingtutor.com
The client comes in for an evaluation and shows hearing loss in both ears. However, the cost of two hearing aids doubles the price and the client objects. It hurts enough to pay $1,000 for a basic unit. It hurts twice as much when you have to buy two units so clients will tell the hearing specialist that s/he doesn’t want to pay for the second device. One will due.
Localization
The problem, here, is localization – something about which the client is probably unaware. It takes two working ears to locate the source of a sound. As the sound waves move through the air, they’re picked up by the two ears at slightly different times because of the positioning of the ears on each side of the head. This is called binaural hearing.
Clients who try to save a few bucks by purchasing a single device should be counseled against this practice. Sure, the client may be able to hear the TV but the listening experience is never going to be natural. Or comfortable.
Buy Down
Look, as a hearing aid technician and salesperson, you know the high cost of these digital marvels and you understand the quality of life issues associated with hearing well – and that includes the ability to locate the source of sounds.
When faced with a client who insists on the single device, I always recommend buying a lower priced model – but buy two of them. This improves the ability to locate sounds and to create a more natural listening experience.
The extra money spent on a second hearing instrument will be forgotten in a few days. The ability to hear naturally…well, can you – the hearing aid professional – put a price on that? I can’t, though the buyer will certainly try.
Never make the client feel silly or “cheap” for trying to save on better hearing. However, point out that if the client suffered vision loss, s/he would do whatever was necessary to reverse that loss. Same applies to hearing. When it’s broke, fix it. Fix both ears with two devices.
Hearing aid professionals who sell a single device to their clients may think they’re doing these folks a favor. They aren’t.
Your clients want to hear out of both ears and that means two devices – even if they don’t know it when they walk into your store. Part of your job is educating the consumer so push back gently when a client insists on the purchase of a single hearing aid.
After all, you’re a professional and you want what’s best for your customers. That’s how you grow a successful hearing technology retail outlet – by doing the right thing for your clients – even if they don’t know it.
John M. Adams III
jma@hearingtutor.com
http://www.hearingtutor.com
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