Retinal imaging is commonplace nowadays. ODs can achieve over a 90% capture rate for retinal wide-field imaging by explaining the value in simple terms: retinal imaging is like taking a high-definition picture of the back of the eye, allowing detection of early signs of serious issues like high blood pressure, diabetes, glaucoma, and retinal problems — often before symptoms appear.
Before the appointment, staff should clearly outline costs, explain why the screening is important and answer common questions. If a patient pushes back because they remember paying less at a prior visit, staff should stay calm, keep the appointment, and let the doctor review options in-office. A protocol for pushback is paramount.
Imaging should be done on all patients whenever possible. Technicians can create excitement by previewing the images (but not going into detail) before the doctor’s review. Training ensures staff can handle resistance, helping patients see the screening as part of standard, high-quality care. This improves acceptance, and can significantly increase practice revenue.
