That’s why it is so important to see an ophthalmologist

What do you and your team say to patients who state: “I just want a copy of my prescription today!” Optical
capture percentages are historically low and dropping further as Big Box optical continues to advertise during
your patient’s TV time.

Stay tuned for how to manage this prevailing and persistent problem every
independent practice faces today.

Cheers, Mark

Troubleshoot Glasses Made Elsewhere and You’ll Likely Lose!

Can you really troubleshoot glasses made elsewhere? NO!

The following is what patients need to read, while in your office, BEFORE they leave to buy “Elsewhere”

Dear Patient,

First and foremost, we sure do appreciate your trust in our Doctor team to insure your eye health and best possible vision.

We have extraordinary eyewear frame designs… But, if you are considering purchasing your eyeglasses and sunglasses elsewhere because affordable  choices are most important for you, please, simply tell us your wish and we will accommodate you with extraordinary eyeglasses, and with a price that you can feel confident, assured, and happy.

WHY is this probably most important for you:

When you take your prescription elsewhere, we lose control over the lens crafting process and we are unable to troubleshoot typical errors for you when you have problems with those eyeglasses; in as much as we’d like to help, we simply do not have access to the lab metrics and measurements from elsewhere, and therefore we can’t detect why you are experiencing these difficulties. At that point, You and our experts are stuck in the middle.

If this makes sense, you will not be inconvenienced attempting to purchase elsewhere, and, you can feel assured YOUR new eyeglasses MATCH the exam test lenses and include the integral lens elements necessary to protect your eye health and provide comfort.

How may we help you today, so you can feel confident?

Cheers, Mark

Why are your patient History and Lifestyle questions so very important?

Ask better questions. Your patient history/lifestyle questions should be open ended. Revisit all patient questions and be sure they start with “Do you ever notice…?” “Do your eyes ever….?” “Would you be interested in…?” Shift to “When do you notice…?” “What would you like your…?” OPEN-ENDED questions to gain enough information to be able to prescribe for need/want. When you open the questions for your patient to provide something more than “Yes” or “No” answers. When patients participate with answers that help them identify their own desire to fix their vision, they’re more likely to fill that prescription.

Let’s look at examples; “How have your eyes been doing?” “Fine!” People don’t respond to such broad pointed questions that may single them out; it sounds like a probing question o sell them something. Imagine changing these questions to: “Pat, everyday patients tell us they struggle to see comfortably at distance, in between or computer, or close up, where are you hoping Dr Wise will help you see better?” This is an inclusive question,
includes the patient name {Connect}, expresses concern and leads to a better answer, which leads to prescribing for an outcome; then the likelihood of filling this Rx increases, as the patient was included.

Make your questions the best they can possibly be.

Cheers, Mark