Patient Trust & Decision Design Architect
Smart Sight Framework ™
Smart Sight Patient Communication Framework ™ is designed to give patients undergoing cataract and refractive surgery a clear narrative that connects their personal values with the clinic’s and surgeon’s offering - leading to higher premium adoption naturally, with no pressure or sales tactics.
01
Uncover real values
Every patient is unique. And values, that person perceives as the most important in terms of visual outcomes are not always evident. First of all we have to uncover the personal values.
02
Find the most critical
Ask Twice! Identify the most valuable visual needs. The common mistake here is to focus on "what is the most time consuming". The most valuable things are crucial and have to be uncovered.
Note:
Know your technologies
Your equipment and disposables have benefits, which was the key for you when you choose it for use. But, think from patient perspective based on values you discovered - what is relevant.
03
Discuss, with core in focus
With the values in mind, deliver the education in simplified manner, focusing on the most relevant to patient values. Only basic things. Simple. But relevant to what you discovered on step 1 and 2.
04
Identify the match
Offer the IOL for the most critical visual needs. Tell the truth that no ideal IOL exist in the world. The drawbacks are actually advantages given the current situation, and the benefits represent value.
It helps surgeons and counseling staff build trust and demonstrate value to enhance the adoption rate to premium procedures and is based on the facts, that no adult willing to be "educated by someone" and general misunderstanding of the vision among patients.