Ever hesitate to recommend photochromic lenses to patients?
Today’s photochromics have made huge leaps in terms of technological advancement. Prepped with critical product and tech information, ECPs are well equipped to dispel objections—and provide patients with the most beneficial lens solutions.
This photochromic lens dispensing guide will help you correct common misconceptions and provide you with a tailored approach to recommending photochromic lenses to each and every patient.
Facing misconceptions and objections head-on armed with information is the best way to successfully change the perception of photochromic lenses.
#1: “If I offer my patient photochromic lenses, they won’t think they need a separate pair of prescription sunglasses and I’ll lose a sale.”
THE REAL DEAL: Photochromic lenses do not replace sunglasses. They are an added feature in a clear lens that offers adaptability in all instances when sunglasses might not be necessary or handy.
THE SOLUTION: Consider sharing relatable scenarios with patients:
On a bright overcast day that is too bright to be comfortable in clear lenses yet too gray to wear sunglasses.
Or, running errands in and out of shops and the car, juggling grocery bags and little ones. Would your patient not appreciate a lens that changes color automatically?
#2: “I would never offer my younger patients photochromic lenses. They are only for old people.”
THE REAL DEAL: Many millennial patients have little to no knowledge as to what photochromic lenses are or how they work. Why wouldn’t a patient who has grown up with a piece of technology like a smart phone, which meets the needs of a camera, computer, and shopping mall all in one, not appreciate the all-in-one technology of a photochromic lens?
THE SOLUTION: Position photochromic lenses as a valuable high-tech option and a covetable choice for younger patients.
#3: “Photochromic lenses are too slow to change color and never go completely clear.”
THE REAL DEAL: These are the most common reasons patients decline photochromic lenses—and a major reason many ECPs choose not to recommend them to patients. The truth is that the newest styles of photochromic lenses are completely clear indoors, unlike their predecessors, and faster than ever in fade-back speeds.
THE SOLUTION: It is still sometimes necessary to face this objection head-on, with a clever rebuttal to change a negative to a positive.
Try telling patients: “Today’s photochromic lenses are engineered to gradually fade back from dark to clear in order to comfortably allow your eyes to adjust.”
You can also explain that drastic changes in light are uncomfortable, and photochromic lenses adjust and gradually lighten to a completely clear lens without putting any strain on your eyes.
4 Patient Profiles
PRACTICE MAKES PERFECT—and personalizing your approach to recommending photochromic lenses to different patient types results in better success, an enhanced patient experience, and long-term customer satisfaction. Here, we break down four common customer profiles to understand better how photochromics might benefit them.
1. THE PROFESSIONAL
For the more career-focused patients, photochromic lenses offer not only the convenience of an adaptable lens, but also the added protection from harmful blue light. Most people who fall into this category spend over 10 hours a day in front of a computer or similar devices. Your team will be able to appeal to prescription and nonprescription eyeglass wearers alike with the explanation that the blue light protection in their photochromic lenses (or even more with an added filter) can help prevent eye fatigue and potential long-term eye health issues.
2. THE FASHIONISTA
With a near rainbow of photochromic lens colors available today, your style-savvy patients can express themselves—and perfectly pair their frames with a lens that will elevate and enhance the look of their eyewear.
3. THE ATHLETE
For active patients, a lens to keep up with their physical lifestyle is an easy sell. Consider a runner or cyclist, someone who wants to ensure that they can start in clear lenses before the sun rises, not miss a step when the sun comes out, or have the opportunity to run from a sun-soaked evening until after sunset without switching glasses.
4. THE PARENT + KID
Educating parents about the benefits of photochromic lenses is a two-for-one. What is a perfect solution for their child (blue light and UVA/UVB protection that is always present) is also ideal for themselves to keep up with their busy lifestyle. From the park to school to the grocery store, you can help parents ensure that they are always protecting the long-term health of their eyes—and their child’s—with photochromics.