We recently did an interview with Lab Customer Service people and one of the subjects we discussed was digital lenses and issues that can come up if the optical patient does not have a clear idea of what to expect from this new category of ophthalmic lenses. We asked for some input and Signet Armorlite gave us some great pointers form their KODAK Unique Progressive Lens seminar:
How to Sell Digital Ophthalmic Lenses
– Technology can not be displayed on a demo lens. You’ll need to demonstrate the features and benefits of digital lenses by comparing them to something the patient is familiar with, such as the advancement in cell phone or television technologies.
– Consider the improvements that have occurred in television. The addition of sound, color, channels, screen size and image definition allow us to experience higher quality entertainment. Digital technology provides high definition imagery and clear surround sound for a more natural ‘live-action’ feel to what we are viewing.
– In the same manner, progressive lenses have been improving with add power, lightweight materials, asphericity, softer designs, scratch and impact resistance. The most recent incorporation of digital technology in the lens manufacturing process has brought about lens designs with more accurate, functional enhancements.
– The images viewed through digital progressives have more definition and color contrast. Plus, digital surfacing ensures a higher level of accuracy in the prescription. There are no molds that wear out or chip to affect the quality of the design over time. Digital cutting is accurate and the progressive design remains true to spec every time.
– The technology behind KODAK Unique Progressive Lenses allows the corridor length to be lengthened or shortened to a minimum of 13mm to adapt to the specific frame size and shape for each job.
– Practice your sales presentation on a couple of staff members and on your own until you get comfortable with it.
– Discuss the basic function of a television and progressive lens. What makes the latest advancements superior to the previous versions? And finally, what can the patient expect.
– Review the lens brand, appearance, delivery time frame, availability, pricing, any warranties and current promotions.
– Help the patient choose the best frame and lens material to suit their particular lifestyle needs. Always remember to discuss second pair options. Active patients, those that travel frequently or are prone to misplacing their lenses could benefit from a back-up pair and they will thank you for it.
To learn more about KODAK Lenses or to order marketing materials visit www.signetarmorlite.com/professional. To speak with a representative or request training call 800-950-5367.
Other resources for how to sell digital ophthalmic lenses: