Offer a trial
Innovations have united comfort, health, and vision in ways that will far surpass previous technology—much like smartphones have virtually eliminated flip phones. That trinity is the goal for our contact lens wearers.
Once achieved, we find patients loving their contact lens experiences. They have:
• Lenses that don’t require attention throughout the day because they are drying out
• Lenses that don’t interrupt their daily flow
• Lenses that don’t disrupt their lives
So many patients who were doing “fine” are now doing great. Often optometrists do patients a huge disservice by not at least offering a trial of innovative technology. Allowing a patient to experience how much better these new lenses can be may make a huge difference. It certainly pays off for the patient. How does it pay off for you?
Finally, consider this common story. A patient contacts the office to say, “I know my prescription is expired, but I also know my prescription hasn’t changed. Can you just send me a new copy of it, please?”
Let me translate that into what the patient is really saying. “I know that when I come in, you are going to ask me how my contact lenses are. When I say, ‘Fine,’ you are just going to give me the same brand you have given me for the last 10 years. I resent having to pay you for that!”
Have you become a burden to your patients? Are you an unnecessary step standing in the way of them ordering their cheap contact lenses online? Yes! Make sure your patients value your services by providing them with value in turn.
Beyond the education you should be providing, there is a psychological aspect to our contact lens exam. If you present innovative technology to your patients the same way technology companies present new features, expect to see your patients look forward to upgrading their contact lenses much in the same way they do their smartphones.