Optometric Management Tip # 451   -   Wednesday, October 06, 2010
Increasing Sales of One-Year Supplies of Contact Lenses

With a little effort, the vast majority of your contact lens patients will purchase a full year's supply from your office.  It is worth the effort.  Look at these benefits when your patient opts for the full annual order:

Here's what to do
In order to make sales of one-year supplies the norm in your practice, follow these steps:

The last point above follows the basic sales technique of suggestive selling.  Legend has it that a chain of restaurants sells huge volumes of soda at higher prices by training the waitress staff to say one word.  When the customer orders a soda, the reply is never “What size?”  The correct reply is “Large?”

Best wishes for continued success,

Neil B. Gailmard, OD, MBA, FAAO
Chief Optometric Editor, Optometric Management