Article Date: 1/1/2013

Capturing Sales of Annual CL Supplies
“GOOD SCRIPTS ARE HARD TO FIND” — DANIEL CRAIG

Capturing the Annual CL Supply

A patient script for you on how to successfully dispense an annual supply.

Welcome to the encyclopedia of patient scripts, or “Scriptopedia,” where you, our readers, submit specific scripts that you or your staff have used with great success in your practice.

Each script is presented with the goal of either increasing patient education or the dispensing of a product or service.

We understand that what you are doing may be working really well in your practice, but maybe you’d like to try these scripts to see whether they can make you even more successful. (Couldn’t hurt, right?)

This month’s topic: Capturing the Annual Contact Lens Supply.

“In order to maintain good compliance with your contact lens wear regimen, we prescribe a year supply of contact lenses. To help facilitate this process, we offer a 20% discount when you order eight boxes, or 90 packs. In just a minute, we will calculate your out-of-pocket expenses. In most cases, ordering the year supply provides a significant value to you.”

Why it Works:
Patients desire convenience and value. By offering patients a convenient way of acquiring product and maintaining their ocular health, while providing them a discount, this script meets both these needs, enabling a high contact lens capture rate.

Upcoming Topics:

FEBRUARY: Discussing Dry Eye
MARCH: Dispensing AR
APRIL: Successful Patient Scripts for Staff

DO YOU HAVE A SCRIPT, IDEA OR COMMENT? PLEASE SUBMIT TO JENNIFER KIRBY, SENIOR EDITOR OF OPTOMETRIC MANAGEMENT, AT JENNIFER.KIRBY@SPRINGER.COM FOR POSSIBLE PUBLICATION. OM OFFERS AN HONORARIUM FOR PUBLISHED SUBMISSIONS.



Optometric Management, Volume: 48 , Issue: January 2013, page(s): 47