By: Erin Briskie, ABOC
Half of the battle of getting patients to upgrade to a premium lens, is educating them about what exactly they are paying for. So , we are going to count the top ten ways to describe wider fields of view to patients.
1. The Pen Method
This is a personal favorite.
2. The Keyhole
The advantage is that the optics sit closer to the eye, by brining the optics closer to your eye, the progressive allows you to see much more
3. Tube TV vs. HD TV
New technology allows the TV to have a wider field of view with more resolution.
4. Side view mirror
I learned this one from a Sam's club in Annapolis, MD.
5. IMAX vs regular movie screens
6. A window
7. The Comparison Card
If visuals are your thing, don't forget to show an illustration of how their vision can be wider.
8. Pupil vs. Iris
9. Horse Blinders
For all those patients that can visualize what it is like to wear horse blinders....
10. Say, "I RECOMMEND".
Recommending a wider field of view because of safty and comfort, will go a long way with a patient. Remember that YOU are the expert, and know what is best for the patient.
Wouldn’t it be amazing to have all customers put on their new glasses, tell you how awesome their new vision is, walk out the door and never return with a problem?!? Yeah, sorry to burst the fantasy bubble here, but that just isn’t possible. There are many different reasons customers are unhappy with their new glasses, actually too many to list. So, how exactly are we supposed to handle the challenge of a customer who is having a difficult time adjusting to a new prescription, or lens design with grace? I have tried different ways to tackle these dilemmas in the past, and there isn’t one specific way to deal with it; however, I have found some issues come up time and time again – let’s look at some of the common issues customers have and different ways to address them.
Common issue #1 – Clarity
I think we can all agree that this is a good reason to come back, and often times a simple adjustment might do the job, but sometimes we have to dig a little deeper for the solution. Here are some questions you can ask your customers to help find a possible solution:
For Single vision and Progressive wearers:
Common issue #2 – Not adapting to new prescription/lens design
Common issue #3 - Change in lens design
At the end of the day, if all arrows are pointing to "this isn't working", please reach out to your rep. WE CAN HELP!
How do millennial’s impact the optical in retail stores? For starters, there is “an 80 million to 90 million group of Americans born between 1982 and 2000, [they] are already bigger than Boomers in size and influence”. It is these same group of individuals who are most likely to post a selfie with the lastest tortise frame style they picked up in the Walmart Vision Center.
The influence of the millennial generation is changing the demographic of consumer buying, specifically in eyewear. A current trend at the center of a millennial’s identity is the idea of using glasses to influence their personal identity. The tendencies of the millennial’s consumer purchasing, is rubbing off on the purchasing habits of the baby boomers. The boomers want to be hip just like the young crowd. One pair is definitely not enough for this group of early adopters. The millennials are jumping on the two pair band wagon, here's how to get the rest of your patients to jump on board too.
How to become an expert in the Vision Center by presenting second pairs to all patients?
Most patients are simply never told their options, make sure to educate the customer. Here are some examples of second pair options:
Ask the right questions
As an optician, start off by asking the patient how old their current prescription is and if they need an eye exam. How long have they had their frame? This is an excellent segue into discussing the 20% off promotion for second pairs. One pair of glasses cannot meet every need. (Remember, everyone likes to know how much they saved! )
There are many different ways to bring up the idea of two pairs. Here are some sample questions to ask your patients
Contact lens patients - These patients sometimes forget how important it is to have a back up pair of glasses. You can suggest how a trendy pair of frames can switch up their look.
Sport goggles - Educate the patient on the importance of PROTECTING their vision with polycarbonate lenses that are extra impact resistant.
Fashion wearers - Who says you have to get just one of them?
Progressive wearers - somtimes even progressive wearers can benefit from a second pair of single vision lenses.
What ever the situation. Patients are compromising part of their visual needs when they only purchase one pair.