Notes for owners · Industry playbooks
How LASIK centres turn price enquiries into consultations
A price-only caller is an unfinished conversation. Ask for the power before you quote, say who the procedure does not suit, and keep the enquiry alive while the buyer decides.
The GullySales team · Updated 3 Oct 2026 · 7 min read
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Answer the price, then ask one question back. "It starts at this figure, and the method your surgeon advises decides the rest. What is your power, and when did it last change?" A caller who has collected four numbers from four clinics has no way to compare them, because nobody told him what the numbers were for. The centre that asks about his eyes before his budget is the one he books with, and that question costs nothing.
A price-only call is not a bad lead
It is the only question a person knows how to ask. He is twenty-eight, he has worn glasses since the sixth standard, and he has been thinking about this for two years. Price is his opening line, not his decision.
What ends these calls is a quoted range and a silence. He says thank you, puts the phone down, and the centre records nothing. Six weeks later he books somewhere that remembered to ring him back.
Five questions before you quote
Put them on a card at the desk, in this order, and let the answers go into the enquiry log.
- What is your power, in both eyes, and has it changed in the last year or two?
- How old are you?
- Do you wear soft lenses, and how recently?
- Has anyone told you that your eyes are dry, or that your cornea is thin?
- When were you thinking of having it done?
The third question saves a wasted visit. Measurements taken while the cornea is still shaped by a contact lens are not usable, and your surgeon will say how long the lenses must stay out before the scan. A caller told this on the phone arrives once. A caller not told arrives, is measured, and is sent home to come again.
Say plainly who the procedure does not suit
Not every caller is a candidate, and the suitability decision belongs to the surgeon after the scans. What the centre can do beforehand is be honest about the kinds of eye that are turned down, so that nobody pays for a consultation under a false impression.
This feels like losing business. It does the opposite. A buyer who has read two pages of marketing and one page of plain speaking believes the plain speaking, and the people you turn away tell their colleagues why they trust you.
The decision takes months, so write it in a log
Nothing in this trade is lost as often as the enquiry nobody wrote down. Keep one log, visible to the desk and to whoever follows up.
| Field in the log | Why it earns its place |
|---|---|
| Date, name, number, channel | You cannot tell which channel pays without it |
| Power, and whether it is stable | Decides who is worth a counsellor's call |
| What they were quoted, and by whom | Stops two staff giving two figures |
| When they said they want it done | The only follow-up date worth setting |
| Consent to be contacted | Required before anything is sent |
| Outcome: consultation, procedure, or declined, with the reason | Turns the log into something you can read backwards |
Read it backwards once in a while and the pattern appears: the enquiries that convert came from people who were asked about their eyes on the first call.
Finance, and the month he was waiting for
For example, take a refractive centre near Madhapur in Hyderabad, serving mostly software staff. The details are illustrative. Its enquiries cluster, because appraisal letters and long weekends arrive at the same point in the year and the same people book leave for a procedure then.
Give the EMI sheet at the enquiry, not at the quote. Name the lenders you work with, say what documents they want, and state whether the consultation fee is adjusted against the procedure. A buyer deciding between two centres with the same figure chooses the one that already showed him how to pay it.
What you cannot claim
Comparisons between machines and methods, outcome promises, and the word best in any form belong to the list your adviser should see before it is published. Rules on health and consumer advertising differ by state and by professional body, and they change. Write about what the procedure involves, who it suits and who it does not, and let your surgeon's name carry the credibility.
What to do next
Listen to five recorded enquiry calls from last week, or sit at the desk for an afternoon and write down what is actually said. Count how many callers were asked their power before they were given a figure. That number is your conversion problem written down. GullySales traces exactly this in the free audit: how enquiries arrive, how quickly they are answered, how many times anyone followed up, and whether the log can be trusted.