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The Practice
Development Program
An internal marketing and
patient management program
for audiology practices
Finally . . .
Easy-to-use techniques for long-term,
sustained growth of your practice
• The best marketing strategies and tips developed
during 18 years of work with hundreds of
audiology practices.
• Co-op funds: Subscribers have used manufacturer
co-op funds to pay 50% to 100% of the cost.
• Developed by Dennis Hampton, Ph.D.,
private practice audiologist since 1976 and
editor of Hearing HealthCare News.
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Program Goals:
1. To increase practice revenues
The 1,000-patient practice can increase
revenues by more than $32,000 a year.
2. To improve patient care
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Problem #1:
Lack of follow-up care is the most common
hearing aid user complaint about their
service provider.
(MarkeTrak III survey results)
Solution:
The Practice Development Program provides
patient follow-up services and programs
that eliminate this common complaint.
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Problem #2:
The typical professional practices loses
10% of its patients every year because
“they didn’t feel cared for.”
(Rockefeller Institute study)
Solution:
The Practice Development Program
proves you care about your patient—
with patient contacts tested and proven
by hundreds of audiology practices.
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Problem #3:
Replacing lost patients:
Industry experts estimate it costs more
than $200 to bring a new hearing aid user
into your office.
Solution:
The Practice Development Program acts
as an insurance policy against patient
loss—for about $3 per patient per year.
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Problem #4:
Manufacturers report a hearing aid
return rate of 18%.
Solution:
Research has demonstrated that a welldesigned follow-up care and patient
education program cuts hearing aid
returns in half.
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Challenge:
Make sure your patients see you for
all their hearing care services.
• Post-fitting service is a major
untapped market.
• Increase revenues by more than $32,000 a
year (1,000 patient practice) by:
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Doubling battery sales (see worksheet)
Doubling annual test visits (see worksheet)
Increasing hearing aid sales to current patients
Generating more referrals from current patients
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The Program is based on
three proven principles:
• Patient satisfaction is vital to the growth
of your practice.
• Marketing to your own patients is the easiest,
most cost-effective marketing you can do.
• A tested and proven patient care program
MAKES money.
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Program Tools
Among the tested and proven tools we provide are:
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customized patient newsletters
a patient follow-up program
a battery club program
an annual re-call program
customized physician newsletters
office forms and letters templates (on disk)
a collection of the best audiology marketing articles
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PDP Manual Topics
How to use a patient newsletter effectively
HIPAA regulations and newsletters
Using manufacturer co-op funds to pay for the program
How to make battery sales pay for the program
3 key elements of a successful re-call program
Patient satisfaction survey
Annual re-call letter
Hearing aid fitting checklist
The 1997 AAA Marketing Survey
Marketing to physicians
How to use a physician newsletter effectively
Lunch & Learn
Increasing your patient referrals; the four keys
Appointing clients as ambassadors of your practice
The 15 secrets of guerilla marketing
Marketing to the sophisticated senior
Reducing instrument returns by 50% with consumer education
Generate more referrals from patients
• Patients refer more when they feel cared for.
• Active and satisfied patients are more likely
to refer family and friends.
• Patients are more comfortable referring family and
friends when they receive regular reminders of your
professionalism and willingness to provide extra care.
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A loyal hearing aid patient
will spend more than $12,000!
The typical loyal, active patient will purchase:
 Three to four sets of hearing aids
 10-15 annual hearing check-ups
 100-150 packs of batteries
 10-15 years of warranties and/or repairs
 Plus, refer several friends and family
members
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Cost & Return on Investment
• Cost:
About $3 to $5 per year per patient (including
four issues of a customized patient newsletter, several
patient mailings, postage and all program materials)
• Return-on-investment
More than 16:1, according to current PDP participants
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Low risk, high return
• We work with you, sharing the tips and techniques
learned from working with hundreds of successful
audiology practices.
• We demonstrate why over 90% of our participants
continue year after year.
• The program makes money because it reaches the
most highly qualified market possible:
known hearing aid users who already know you.
• Cancel anytime if not 100% satisfied.
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What are the benefits?
Dramatically increased revenues:
$32,000 a year just from increased battery sales and
annual visits (plus revenues from additional hearing aid
sales to referred and current patients)
Happier patients!
More loyal patients
(who won’t be seduced by your competitor’s free offers)
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How to get started
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Call (800) 342-1643
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To learn more, visit
www.hearinghealthnews.com
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