IcareLabs Blog

INTRODUCTION:

Got a few minutes? Want to get some tips and tricks from a long-time optical industry professional? Take a look at the Optical Sales Coach Series from IcareLabs. You never know what useful information you'll pick up.

Friends Buy From Friends

In this video, James Stephany discusses the importance of relationships in the retail optical business. Your patients count on you to provide your medical expertise to guide them to a purchase that meets all their needs. Being able to communicate the benefits of each product in a value-driven, easy to understand way really does make a big difference!

Introduction

Last time, we looked into the advantage of “speaking human” to our customers. We learned that an informed customer would be more likely to purchase than a uniformed customer would be.

Our industry has grown expeditiously over the last 10 to 15 years with more products and add-on goodies than we can keep up with. While we have more products than ever, studies have found that eyeglass unit sales are flat once again while dollars are up a bit. With this knowledge, you know we can expect to see about the same amount of customers this year as we did last year. To increase overall sales we have to increase the sales average per customer.

Optical Sales Coach: Speak Human!

As part of my position here at IcareLabs, I enjoy visiting with many of our eye doctors, opticians and optical store staff. Often, I am asked for advice in improving optical sales while balancing professionalism. We are a medical-driven industry and how we handle sales is important.