Make Blue Light Part of Your Eye Exam
Obviously, you want to ensure the best patient outcomes, and you want to make sure your practice is profitable. What may come as a surprise to you is that these two aren’t exclusive. You aren’t choosing between “being a great OD” vs. “being a salesperson”. The two can and should be complementary.
When you’re seeing patients in your lane, it’s easy to focus solely on the comprehensive exam: checking the patient’s refractive prescription, looking at retinal health, asking about any symptoms, etc. But it’s also important to be proactive and give yourself the best chance of both making an optical sale, and, at the same time, maximizing the revenue from it.
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How do you do this? Simple: Optical retail is also a medical recommendation, drawing from your authority as the OD.
It all comes down to making lens recommendations part of the exam. Ask about your patient's lifestyle, work habits, daily discomfort or soreness, etc. Is this patient spending many hours in front of a digital device screen? Could they benefit from advanced digital progressives?
Take the time to talk to your patient about lifestyle and make a direct recommendation for the lens technologies and products that will deliver the best comfort and long-term protection for your patient. And at the same time, maximize your chances of both making an optical sale and maximizing the revenue of that sale, all while making sure your patients are as comfortable and protected as possible.
Pro Tip: We know of a few OD’s who even use a blue light LED pen to demonstrate the difference between regular lenses and blue light protective ones.
The Handoff Is Essential
Walking the patient out to optical is a crucial step in maximizing your chances that the patient doesn’t just bail to an online vendor or wholesaler — likely resulting in cheap frames with subpar or even flawed lenses and no revenue earned for your practice. Make sure to verbally repeat to the optician the lens recommendations you made to the patient. Some practices we know of even print out a customized “prescription” form where they check off the lens products that they are recommending. This is an effective way to further underscore that their optical purchase is a medical one, and not only a retail decision.
Want Help Growing Your Practice Revenue?
Talk to Evan. He’s worked with dozens of practices like yours to seriously increase their new patient numbers and overall revenue. Talk might be cheap, but not investing in your growth is flat out expensive.
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