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Talking to Potential New Contact Lens Wearers

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Just because a patient doesn’t express their interest in trying contact lenses, doesn’t mean they don’t want to. Many factors may contribute to a patient keeping quiet about wanting to try contacts, but you can help by simply prompting the conversation. 

For many patients, if contact lenses aren’t offered or recommended to them, they will assume they’re not a good candidate—which is rarely the case. That’s where you can help in initiating the conversation.

  • 2/3 of those considering contact lenses don’t feel informed enough to make the decision on their own
  • But, 88% of patients are actually interested in trying out contact lenses
  • And, of those patients who try out contact lenses, 1/3 of them go on to purchase

Giving patients the chance to experience contact lenses

Regardless of whether you think your patients want contacts, or can manage them successfully, you should always give them the option to try.

  • Get the conversation started by finding out about your patient’s lifestyle and discussing the pros and cons of glasses vs. contact lenses in different situations in their lives. 
  • Motivate your staff to bring up contact lenses in different touchpoints with patients. For example, while booking an appointment, have them ask if the patient is interested in a contact lens consultation, as well. Or when trying out different frames for glasses, offer the patient contact lenses to see more clearly when choosing their frames.

Simple words of encouragement go a long way when talking to potential new contact lens wearers—especially those who may be a bit hesitant. Getting used to contacts can be difficult and overwhelming, but you can help empower patients to experience the benefits of wearing lenses.

References

Bulpin C & Cox T. Conversations in Practice: the potential new wearer. Optician 2014; 247: 6450 21-18