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The Most Important Question in Patient Communication Is Never Asked Directly!

In my recent LinkedIn post, we discussed how giving information ≠ delivering knowledge.

And Dr. Arthur Cummings rightly pointed out the golden rule of communication: What’s In It For Me?

The key takeaway from that is:

Patients don’t always say this question out loud.

And HCPs often answer what is asked, not what is meant.

That’s where we lose trust. And conversions!

No trust = no value = no conversion as "they want my money rather than help me to improve my vision" - it's exactly what happens in a patient's mind when he/she takes a decision to refuse premium IOL "as it's too expensive".

Let me share a real-life insight:

A friend of mine installs $100K+ Hi-Fi systems, and once he did some small things in my house. When I asked for technical specs, he didn’t give me numbers. He just said:

“It’ll sound amazing — because this is how your ears will feel it.”

And he was right. That’s expert-level translation.

That’s emotional connection.

That’s patient-centered education.

Owners or top-management of clinics are not able to see that, as it's normal to miss what's inside your system as you

- know how it works

- it works

- you believe it's right

But, external look from my side uncovers a lot of things to be improved, which I deliver in personalised personnel training at clinics, where we work to increase premium IOL conversion rates.

🎯 This way I help clinics and manufacturers bridge this gap between information and meaning.

🎯 I train staff to hear not just questions, but what’s behind them.

🎯 I show how social media data reveals hidden concerns patients won’t say in the room.

Suppose your clinic wants to increase premium IOL laser refractive surgery adoption. In that case, I’d love to help your team get better results by getting closer to what really matters to your patients.

💬 Let’s talk to find out how your clinical practice can benefit from updating communication strategy in premium IOLs - contact me now! :)

Oleksii Sologub

MSc, LLB, MBA

Premium IOL Clinical Integration

Patient Communication & Conversion Strategy

Board-Level Advisor in Ophthalmology