You might be wondering how to introduce glasses in addition to contact lenses and I would recommend that you refer to our program Working with Patients and their Glasses. The first course: Optical Conversations will go over semantics and conversation strategies. You’ll want to review that course for any patients that are wanting to purchases glasses and contacts.
More commonly, contact lens patients will be interested in purchasing glasses as either a backup or a pair of sunglasses. If they’ve utilized any benefits available for contacts lenses, these may be viewed as non-essential.
Often times, this pair of glasses is not viewed as an immediate need, but do take advantage of the opportunity while you have the patient in the office. Remember that statistic I mentioned earlier, that patients will purchase a pair of sunglasses within 72 hours of their contact lens purchase? Don't miss out on the sale and most importantly, don't let your patients miss out on the amazing products you carefully consider bringing into your office.
So, if you refer to our list of financial counseling, instead of asking how they'd like to pay, go right into showing them a frame they can use their saving coupon towards or whatever is best applicable at your office. This may be a discount, etc. Pull a pair of sunglasses you believe would look great on the patient. Show them a new frame or a new collection to your office.
Speak to the features of the frame that compliment them, get them excited. If they seem to be open to the idea to trying on glasses, keep pulling product based off of what they're telling you that they like about the frame. Ask questions like how comfortable does that frame feel, so what do they like about that frame, do they like the color? Again, I'll let you refer to the Optical Conversations program for more tips on that.
I can't stress enough, listen to your patients! Listen if they are expressing any interest in purchasing a backup pair of glasses or a frame they liked. Sometimes patients may not directly ask to look at frames. Allow your patients the opportunity to indulge.
You might ask if they've thought about a pair of glasses for days when they may not want to wear their contact lenses such as days when they're sick, at home, or in the event of an emergency.
The idea is that you want to plant a seed and make the experience impactful enough that they will consider you when it comes time to purchase for their eyewear needs.