High-Definition Ophthalmic Lenses
Two scripts show how to dispense these lenses.
JAY D. PETERSMA , O.D., AND SCOT MORRIS, O.D., F.A.A.O.
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’re 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: high-definition ophthalmic lenses.
“Do you like the picture clarity of your HDTV? Well, you may have an HDTV, and it’s probably pretty clear, but you still haven’t seen high-definition because your vision as it is, isn’t clear enough to see it.”
WHY IT WORKS: This script is effective because most patients have HDTVs. As a result, you get their attention when you tell them they’re not seeing the full potential of the technology. In addition, patients understand it makes no sense to have an HDTV without a full spectacle correction.
“I want to discuss with you our newest technology in clear vision: digital progressive lenses. These lenses are personalized to provide the best performance with minimal peripheral distortion, or swim. Also, they can provide a great width of vision, which means less side-to-side head movement. And, despite all these advances, there is only a minimal increase in cost vs. your previous generation lenses: They are roughly $10 more per month than what you are wearing. My staff and I wear these lenses, and we have been very impressed with how much more comfortable they are to wear. And with their new anti-glare lens polymers, they are more enjoyable as well and easy to clean. This is what I am prescribing for you.”
WHY IT WORKS: This script is effective because it outlines the personalization of high-definition lenses, additional attributes and the minimal cost differential. Add the fact that the doctor ends the script with, “this is what I am prescribing for you,” and it’s highly unlikely the patient will turn down the lenses.
Optometric Management, Volume: 48 , Issue: June 2013, page(s): 70