Increasing Revenue When There Is No Prescription Change

What do you do if your patient does not have a prescription change?  It is unethical to push new lenses if they do not need them, but you do want to maximize the opportunity if you have a patient in the chair. 
 
Try this on for size…
 
If a patient does not need frames, take notice as to whether they have an optical benefit or not.  Encourage them not to let that benefit go to waste.  Encourage them in this way.
 
“Mrs. X, you do not really need new lenses this year.  Your prescription has not really changed that much.  But you do have a frame and lens benefit from your insurance company.  Those benefits are yours, and you paid for them.  They just go away if they go unused.  We should get one of our staff over in optical to see if they can find a pair that is pretty economical.  You might even find a relatively inexpensive pair and get them tinted for sunglasses.”
 
If you don’t feel comfortable doing this, have one of your optical staff come to their lane immediately following the exam to have a similar conversation.
 
With this in mind, every patient, even those who have no changes in prescription, visits your optical, and you may very well see a revenue increase.
 
Tips like these, and many others, can be found in our total office toolkit found at www.prosightsucess.com.
 
If I, or anyone else at ProSight Success, can help you, just email me at [email protected].
 
Gordon Duncan is the CEO/Consultant of ProSightSuccess.  He has worked with hundreds of OD’s across the country.