How do I tell if a sleep clinic’s fitting consultations really lead to sales?

Consultations take time, so a clinic should know what comes of them. Ask for the appointment log for a full year and match each visit to a sale, a later purchase or no purchase. Look at the share that buy on the day, the share that come back and the share that never do. A rough match is fine, but it should exist.

Then look for differences between staff. If one person converts far more visits than another, find out why, since the difference may be skill, product mix or simply who gets the easier enquiries. Ask how follow-up works for people who leave without buying, and whether the clinic records the reasons they give.

Read the sales side as well. Consultations that lead to larger, comfort-based purchases are different from those where customers are merely trying beds before buying elsewhere. Ask how returns and exchanges are handled afterward, because a sale that comes back is not really a sale. Your accountant can compare the consultation counts with revenue. Spend an hour in the clinic if the seller allows it. Watch how long consultations take, whether customers seem comfortable and what staff do when someone hesitates. What you see should fit the log, and where it does not, ask more questions.

Key takeaways

• Match every consultation to a purchase or a non-purchase.
• Compare results between staff members.
• Ask how follow-up works for people who do not buy.
• Check returns and exchanges after fittings.