Someone once said that knowledge is having the right answer while intelligence is asking the right questions. As eye care professionals, we often have the right answers for our patients. We have gone to school or apprenticed, studied hard, and took the boards. We should know the answers.
But are we asking the right questions? Your patients are relying on you for solutions to their eye care needs. When you ask the right questions, you're already on your way to solving their problems.
In today's blog, we will cover a handful of questions you should be asking every patient. By taking the time to ask these questions, not only will you empower your patients, but you'll also significantly increase your ASP (average sales price), 2nd pair sales, and overall capture rate.
1. So, what are you currently sporting on your face?
This is a fantastic icebreaker to kickstart a conversation. Find out what they're currently wearing, whether it's sunglasses, readers, or even occupational lenses. You'll often seal the deal for a multi-pair sale right then and there. Let your question do the work for you.
2. What do you love and hate about your current specs?
This question will help you pinpoint your patients' wants and needs. It often opens up many opportunities for add-on sales, like non-glare or Transitions lenses.
3. Are there any hobbies, sports, or special needs that your current glasses just can't keep up with?
Your patients will be thrilled to share their favorite activities and hobbies with you. Who doesn't love talking about things they're passionate about? This will present excellent opportunities for 2nd pair sales.
4. Do you suffer from eyestrain, itchy, or irritated eyes?
This will allow you to delve deeper into their medical needs, such as allergies or dry eye. It also opens up the conversation about digital eyestrain, enabling you to discuss the benefits of harmful blue light protection and non-glare solutions.
5. How many hours a day do you spend on a computer or digital device?
Building on the previous question about digital eyestrain, this also opens up a discussion about head movement and overall comfort throughout the day. It presents a great opportunity for 2nd pair sales, utilizing occupational lenses.
6. Is night driving causing any issues, like blinding glare from oncoming headlights?
Consider this non-glare sales 101.
7. Have you ever experienced difficulty focusing on distant objects after reading for a while?
This is key to helping you identify pre-emerging presbyopia issues.
As Harper Lee once said, "You never really understand a person until you consider things from their point of view." Taking the time to ask these questions is important, but taking the time to truly listen to the answers is equally important. Apply what you've heard to benefit both your patients and your business.
Good questions are the key to understanding your patients' visual needs. Recommending solutions based on these needs makes for a much easier sales approach and will be appreciated by your patients. When you fulfill their needs, you'll gain a loyal customer who will come back and recommend you to their friends and family.
