You want to ask questions such as: How many hours a day do you spend on the computer? What type of activities do you enjoy? Ask the patient how many hours a week she spends outside, and what her career is. These simple questions can help gear your optical conversation and make it easier to choose the right types of frames and lenses. (And if you don’t ask these simple questions, you may miss an opportunity to sell a second or third pair of glasses.)
If a patient says he is on the computer for eight hours a day, you definitely want to talk to him about BluTech lenses, and if needed, an office progressive. This can be his occupational pair that he uses when in the office for perfect vision for intermediate and near, while protecting his eyes from the harmful blue light emitted from the computer screen.
If a client tells you she spends an ample amount of time outside, you can help her buy a pair of polarized sunglasses to reduce glare and increase performance. If you have an avid golfer, don’t forget about Shamir’s new golf lenses! No matter what your patients are doing, I promise you there are glasses to increase their vision, performance, comfort and style — and a lifestyle questionnaire boosts your opportunity for multiple pair sales.
Make it fun, get excited with the patient, and let your optical talent shine! People love to be fashionable and have perfect clarity no matter what they are doing. If we have 20 pairs of shoes, why do we only have one pair of glasses? Ask questions and watch your sales increase — and your patients become happier and more fulfilled.
Katie Lauver is a certified optician at Vision Source in Asheville, NC, the office of Dr. Michelle Reames, where she manages the optical, styles patients and troubleshoots eyewear. A version of this post appeared first on her blog at dailyoptician.com/katie-lauver.