FOR MANY CLIENTS, eyewear shopping defaults to the familiar: classic black or tortoise shell frames. As eyecare professionals, we’ve all heard the common objections: “I need something that goes with everything,” or “I don’t want to have to think about matching my glasses to my outfit.” But what if color in eyewear wasn’t a fashion gamble, but rather a confidence-boosting style enhancer? For the modern optical, understanding the power of color in eyewear styling isn’t just about aesthetics — it’s a game changer for multi-pair sales and a stronger connection with your clients.
The Psychology of Color: Why It Matters
Color has a direct impact on how people feel, express themselves, and interact with the world.
Clients often already have an intuitive sense of which colors suit them. They may not realize it, but they consistently gravitate toward a certain palette in their wardrobe — colors that make them feel energized, powerful, or effortlessly put-together.
As optical professionals, learning to have credible color conversations and lead the styling process is powerful in the selection process and sets you apart from any perceived competition.
Breaking It Down
One of the easiest ways to help clients overcome their hesitation toward colorful eyewear is by introducing them to tonal color palettes. When frames align with their natural coloring —taking into account their skin tone, eye color, and hair shade — it creates a seamless, effortless look. Here’s how you can break it down for them:
- Light Palette: Soft, airy tones like rose gold, champagne, and pastel blues add a subtle but stylish upgrade to your clients look.
- Muted Palette: Dusty shades of teal, sage, and soft mauves flatter clients who are after that unassuming yet edgy style.
- Deep Palette: Rich, bold hues like navy, burgundy, and forest green bring warmth and sophistication to one’s image.
- Bright Palette: Vivid reds, electric blues, and jewel tones pop for a more striking effect.
By identifying a client’s ideal color palette, we make eyewear selection a guided, image-boosting experience rather than a guessing game.
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The Power of Contrast
Once a client understands which tones enhance their features naturally, the next step is helping them see the power of contrast. A second or third pair of glasses in a contrasting color can completely change their look and give them flexibility in accessorizing their eyewear just like they would their shoes, bags, or belts.
For instance, a client who looks effortlessly polished in a muted taupe frame might feel equally empowered by a bold crimson frame for days when they want to make more of a statement. By demonstrating how different colors shift their look and mood (Spec Style), we create a compelling reason for them to invest in multiple pairs.
When Glasses Aren’t Just Glasses
A shift in our mindset of believing that clients are only going to buy one neutral pair is limiting.
Today’s modern consumers are looking for an experience—one that feels curated, personal, and engaging.
By integrating eyewear styling into your consultations, you elevate the buying journey beyond functionality and into self-expression. You begin to normalize multi pair purchases using language that resonates on an emotional level and creates a feeling of “I must have them all.”
The key to making color an easy decision for your clients is in your confidence in how you present it. The more you reinforce that color isn’t a risk but an enhancement, the more decisive they’ll be in their choices. When you tie it back to what they already love in their wardrobe and you nail their unique Spec Style, you remove the fear of making a “wrong” choice.
So, next time a client says, “I just need something neutral,” take a moment to show them what’s possible. When you introduce color into the conversation, you’re not just selling glasses; you’re creating a look, an experience, and an identity. And that’s where the magic — and multi-pair sales — happen.
Watch Wendy talk about the power of colorful eyewear in this segment from Canada’s The Social daytime talk show.
Wendy Buchanan is a renowned styling expert and the visionary and founder of the Be Spectacular sales training program. An award-winning optician and business entrepreneur, Wendy partners with optometrists to transform practices into destinations with her innovative approach to selling eyewear and the powerful combination of personal branding and team empowerment.
bespectacular.com/optical
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