Originally Posted by
optical24/7
We loose very few patients to discounters, and it has been years since I sold a lens lessor than a Varilux Comfort. How do we do it? With the power of suggestion.
As an example.....Mrs. Brown comes in and informs us that she would just like a copy of her perscription. Sears or whom ever has a sale on progressive lenses. We ask her for just a few moments of her time so that we can inform her of her many options so that she can make an informed decision on what products will best suite her needs.
I start off by telling her that there are many progressive designs in the market, some 25 or more years old. I then take a peice of paper and draw the typical mushroom shape of the typical progressive design. I point to the area outside the stem and explain that in older lens designs, this area tends to be blurry due to old technology.
I mention how this tends to make the room "move" as you turn your head. I mention that these older designs have narrower corridors and won't have as much area for computer use. I also mention how these older lenses were designed for larger frames that were popular years ago, that you may not have as much reading area in smaller, modern frames.
I finish by telling the patient that we can get these older, cheaper design lenses also, but do not recomend them because of low patient satisfaction. I then give them my card with a price quote for Varilux Comfort, ask them to compare apples to oranges and let them know that I'll be happy to verify their Rx was made to the Dr's specs if they do make a purchase elsewhere.
It's funny how human nature works. When a patient that has been informed of the particular problems a certain design may have, they notice every one of them. But most of the time they go in asking for Varilux...and...our price is LOWER than Walmart or most any chain for that matter. Varilux is not the lens of choice at these places, so they price it extremely high. We look great in comparison. This by far has been our best weapon for fighting the price wars.
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