Steve Vargo, OD, MBA, is an optometrist and author, who recently published the book, Prescribing Change: How to Make Connections, Influence Decisions and Get Patients to Buy into Change. He wrote this book in order to give clinicians the tools to be more impactful with getting patients to make changes that improve their vision, health, and quality of life. He discusses how to engage our patients through what he calls “non-sale selling” in order to gain their trust in order to influence their decision-making. He makes a case for the importance of using persuasion rather than just giving facts without guidance.
We also discuss the importance of establishing our brand in terms of our authority, capability and results and how we communicate that. He teaches us why it is critical to be interested in aspects of our patients beyond their chief complaints so we can identify pain points in their lives that may help us help them.
Dr. Vargo graduated from the Illinois College of Optometry and got his MBA from the University of Phoenix. He practiced optometry for 15 years and now serves as an Optometric Practice Management Consultant for IDOC, an alliance of over 3000 independent optometrists, and advises members in all areas of practice management and optometric office operations.
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