I wouldn’t run a 5K in my Wingtip Derby Ferragamo … OUCH! I have Nike Air Max 2016 running shoes to do that job.
And the same concept holds true for eyeglasses. One pair equals compromise.
I am going to talk about the importance of having two pairs of glasses, at least, for different areas of your patient’s lives.
For instance, for our presbyopes who are in front of a computer over two to three hours a day, their lives would be better with some occupational computer lenses made exactly for that part of their life.
Some people need PALs and an SV pair of “TV” glasses. And sunglasses: Rx polarized suns for any Rx, be it an SV or PAL Rx. Right?!?!
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Understand that people buy with emotion and justify their purchases with logic. With that said, you have to excite the patient — talk and listen to their “optical” life story. Let your patient know the importance of having at least two pairs of glasses to cover their daily optical lifestyle.
Two pairs of Rx glasses equals balance in a person’s visual lifestyle. So engage your patient with a personal note on appearance. Be spontaneous. Say, “David, I can think of four or five frames that would look great on you and make you ‘flyer’ than what you already are! So let’s find a couple you would love to wear, OK?”
On top of all that, you have to know your inventory like the back of your hand. Know your frames in a very personal way — their features, their different colors, their attributes and the particular styles they come in.
Then just assume the second-pair sale. Say, “David, do you want me to order the same frame for your sunglasses, or do you want to pick out your second choice?”
Remember: It takes two to tango.
Happy selling!
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This article is an online extra for INVISION Online.
A version of this article originally appeared at DailyOptician. DailyOptician features unique perspectives from passionate opticians and inspiring brands.
