And no matter how fabulous you are, your patients may still decide to shop around to purchase their contact lenses elsewhere, and that’s okay, you can still offer them a quote. Maintain your 5 STAR patient care. Continue to allow a moment to review contact lenses with the patient, so that they feel empowered and educated to make the best decision for themselves. And coming to your office is one of those decisions!
Probably the most frequently denied area of contact lenses is when daily lenses are mentioned. This is primarily due to misconceptions. Take a moment to educate your patients.
Here are rebuttal examples for common patient responses to declining daily lenses.
When patients are debating the merits of a daily disposable lenses versus monthly lenses and are discussing cost, health, convenience, here are a few things to consider:
- Daily lenses offer a convenience that fits patients’ on-the-go lifestyles
- Patients use a brand new, clean pair every day
- Patients who wear planned replacement lenses are three times more likely to run into a contact lens related problem, such as a red eye or an eye infection. Treating one infection runs a minimum of $250.00, two office visits and medications. If billing insurance, they have to consider deductibles and co-pays.
- Patients who even occasionally sleep overnight in their lenses and wear them for consecutive days are five times more likely to run into a contact lens related problem. Alcon's Night and Day is only three times more likely than a single use lens. So, if patients prefer or need to sleep in lenses, such as an emergency room medical staff, firefighter, they need to be in Night and Days.
- Patients who wear planned replacement lenses only replace their lenses as scheduled half the time. Example, a one-month lens typically gets worn for five to six weeks and sometimes longer. Even if they have not had a problem yet, this behavior dramatically increases their likelihood of a complication/infection/potentially vision loss.
- Another reason to consider daily lenses, all the packaging is recyclable.
- It takes more plastic and resources to print two credit cards than 360 daily disposable contacts.
- Patients no longer need to purchase solution. This not only simplifies the patients’ busy daily routine, but it’s a cost saving.
- There are often rebates available for both a six month and annual supplies.