“You don’t need new glasses today.”
Eye Doctor, how many of you have ever said that? I bet every one of you, and you say it multiple times a day. But…why?
There is a huge difference between “Good news. Your prescription hasn’t changed” and basically telling your patients not to spend money in your optical.
Your patients see you with the full knowledge that you have an optical that sells frames. You have spent thousands of dollars making that optical look nice, and you employ pleasant, fashion-friendly frame sellers to sell them frames.
So, why tell them the exact opposite of what you hope for and what they expect?
Be ethical, but don’t tell them the opposite of your hope and the opposite of their expectation. There are a couple of options.
Give them the good news that their RX hasn’t changed.
Have your frame seller walk them out of the exam lane and through your optical.
Remind them that they have paid thousands of dollars into an insurance plan that has an allowance.
Even be up front. “My hope today is that you have little or no prescription change. But either way, I would love for you to spend some time our optical. We have some great new frames that I think you would like.”
Again, be ethical, but don’t work against your interest and their option. No practice can afford to do that anymore.
Ideas like these, as well as tips about staffing, time management, and even tax deductions can be found in the ProSight Workbook. Each purchase comes with a digital copy and an hour of free consulting.
Gordon Duncan has worked in the eye care industry for nearly 20 years.
Gordon Duncan is an award-winning educator, salesman, teacher, manager, and writer. He has taught in the public school system, lobbied for school's accreditation, managed eye clinics, led sales' teams, and also publishes books on theology, church, and culture.