Strategies for Recommending Different Styles of Lenses

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Strategies for Recommending Different Styles of Lenses

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June 22, 2016Nathan Troxell

Every new day brings new patients, new eye care needs for existing patients, and new eye care technologies. Your patients are likely looking for spectacles that offer the clearest vision, the best possible eye protection, the strongest resistance to impact, and the best overall value. The trouble is that the lenses that offer this combination of features could be more expensive than your patients expect, which could be an intimidating prospect – especially for newer patients.

You may know which lens material and additional coatings would best suit a patient’s needs, but it’s important to frame your recommendations carefully. Use these strategies to more successfully dispense the right lenses to the right patients.

Present Options From The Start

From the very moment your patients enter your practice, they should be presented with the different lens options before they get to the examination room. This could be accomplished with a signage facelift, for example, setting up displays featuring different styles of lenses and their descriptions. Giving your patients something tactile and tangible to engage with will get them thinking about their lens options.

To immediately nurture this consideration, your staff should be ready to discuss advanced lens options and technologies with patients. Some patients may feel intimidated asking questions about progressive or high index lenses, especially if they’re determined not to spend too much money. But there are compelling reasons to engage in conversation about lens technologies with every patient. And through this conversation, you can ease your patients into considering a lens upgrade.

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Practice Makes Perfect

When presenting the idea of more powerful, more advanced lenses to your patients, it’s important to be mindful of how you frame it. Trying to push the lenses on your patients may come across as overly aggressive or authoritarian, which could hurt your relationship with that patient. You should always emphasize the value proposition of the lenses.

Try writing some simple scripts highlighting aspects of the lenses that your patients will find appealing. Shamir’s Vitamin See blog offers some examples for recommending freeform single-vision lenses. Rehearse these scripts so that you can recite them naturally during your examinations.

Bring It Close To Home

In addition to these scripts, make an effort to show your patients how these more advanced lenses can improve their everyday lives and favorite activities. Ask them about their work life, their hobbies, their sports and recreation preferences, and factor these aspects into your lens recommendations. It could be they only need a single pair of glasses with Trivex lenses, or that they need multiple pairs and sports goggles to provide proper vision protection in all situations. After your examination, be sure to leave your patients with educational resources to help them monitor their eye health needs and keep up with the latest technologies.

What have you done in your practice to ease your patients into the idea of advanced lens technologies? Share your stories with us in the comments section below.

This entry was posted in Improving Patient Experience