Get a Closer Look at an Unsung Advocate
Only 37% of older adults bring a companion to doctor appointments, according to a study published in Innovation in Aging.
In hearing care, that statistic represents a significant missed opportunity.
For practices focused on improving case acceptance, strengthening patient relationships, and driving long-term retention, companions are more than moral support. They’re strategic allies in the better-hearing journey.
Here’s why companion integration should be a standard part of your appointment process, and how to implement it effectively.
Whether it’s a spouse, adult child, close friend, or care partner, companions often have firsthand insight into the patient’s real-world hearing challenges. They observe communication breakdowns the patient may not recognize or may have normalized over time.
In a 60- to 90-minute consultation filled with diagnostics, education, and technology discussion, companions serve as:
- An extra set of ears
- A second perspective
- A reinforcement voice
- A decision-making partner
When properly engaged, they help move patients from awareness to action.
Why Companions Improve Outcomes
1. Emotional Reinforcement
Acknowledging hearing loss can be difficult. While nearly all hearing loss is treatable, fewer than 20% of U.S. adults with hearing loss actually use hearing aids. A trusted companion can normalize the decision, offer reassurance, and reinforce that better hearing supports independence and quality of life.
2. A More Complete Clinical Picture
Patients may underreport challenges. Companions often provide valuable examples such as turning up the TV, avoiding social settings, misunderstandings at family gatherings. These priceless examples illustrate the real impact of hearing loss. This added context helps providers connect diagnostic results to everyday experience.
3. Increased Understanding of Technology and Next Steps
Hearing care involves new terminology, unfamiliar devices, and lifestyle adjustments. Companions ask clarifying questions, help capture key details, and support follow-through after the appointment.
4. Shared Awareness and Accountability
Many patients don’t fully realize how their hearing affects others. Likewise, companions may not fully understand how exhausting communication strain can be. Bringing both perspectives into the room builds empathy and shared commitment.
5. Real-World Technology Validation
Trying new hearing technology alongside a familiar voice creates meaningful feedback. Patients respond more authentically when listening to someone they know well, allowing providers to fine-tune adjustments with confidence.
The Business Impact
Audigy data shows a positive correlation between companion participation and patient movement toward treatment. Practices report a 10% to 20% increase in case acceptance when companions are actively engaged in the appointment process. For practices looking to improve conversion rates without increasing marketing spend, companion integration is a high-impact operational strategy.
Maximizing Engagement During the Appointment
Once present, companions should be treated as active participants — not observers.
Best practices include:
- Personally introducing yourself
- Thanking them for attending
- Seating them beside the patient
- Directly asking for their observations
- Utilizing a structured companion questionnaire
Having companions complete a brief questionnaire in advance allows providers to reference real-world examples and guide more productive discussions.
When a Companion
Isn’t Present
Even when a patient arrives alone, the companion concept can still influence outcomes.
Consider these strategies:
✔ Collect Input in Advance
Mail or email the companion questionnaire and ask the patient to bring it completed.
✔ Ask Reflective Questions
“What would your spouse say about this?”
“What concerns would your daughter raise?”
This reframes decision-making as collaborative rather than isolated.
✔ Use the Acknowledge-Motivate-Ask Method
Validate hesitation, reinforce shared decision-making, and schedule a follow-up while the patient is still in-office.
“It makes sense that you’d want to talk this over. Let’s schedule a time later this week for both of you to come in so we can address any questions together. I have Thursday or Friday available — which works better?”
✔ Leverage Technology
If appropriate, invite the companion into the decision via phone or video during the appointment.
✔ Personally Follow Up
When a patient leaves undecided, a direct follow-up call from the provider (not just front-office staff) can significantly improve next-step movement.
Turning Companions Into a Competitive Advantage
Companion integration is not just about better conversations, it’s about:
- Increasing case acceptance
- Strengthening patient trust
- Improving long-term satisfaction
- Driving sustainable practice growth
For practices serving aging populations, this operational refinement can be a differentiator in competitive markets.
Ready to Implement Companion-Driven Growth?
If you’re looking to improve case acceptance, strengthen your consultation process, and standardize companion engagement across your team, our Professional Development experts can help. Contact Audigy and explore how companion integration can elevate your patient experience and your performance metrics!
Can’t get the companion on the phone, or the patient leaves without scheduling the next-step appointment? Nothing beats a personal follow-up. Call the patient directly. It makes a big impact when the person who actually saw them in the consultation, sat through the conversation, and truly understands their objection is the one to make the phone call and check in on their specific concerns.
Making the most of caring companions, an important part of improving patient hearing health, can go a long way in reaching more people and changing more lives for the better.
Contact Audigy to find out how we can help you deliver the right message to the right patients.