Second-Pair Strategies
Selling a single pair of glasses can be plenty challenging, so how do you sell a second pair as well? That’s a question we asked several savvy ECPs who are also Shamir Peer-to-Peer champions. To help you “double the pleasure,” here are some of their suggestions.
Tip: “I definitely prescribe from the chair. This way the staff is not having to make a sale. They are just following the doctor’s prescription.”
“Allowing a 50% deposit at order can help close the sale the same day.”
IDENTIFYING NEEDS
“Ask open-ended questions. Ask how their current solutions are working. ‘Are there any situations where your current glasses/sunglasses do not perform for a specific task?’
“Recommendations can only be made after specific needs are identified. For example, a patient states their progressives are difficult to use on their computer. After determining their monitor is positioned directly in front of their eyes, recommending an additional pair of glasses—computer progressives—leads to a second-pair purchase.”
—Lisa Frye, InVision Ophthalmology, Birmingham, AL
DOCTOR’S ROLE
“I definitely prescribe from the chair. This way the staff is not having to make a sale. They are just following the doctor’s prescription. One example? The Shamir Office designs are great, and with so many patients on screens all day, this is something I regularly discuss as a second pair.”
—Laura Miller, O.D., Northwest Hills Eye Care, Austin, TX
THE HANDOFF
“I always talk about the patient’s occupation and lifestyle. I make notes on their superbill and then try to tie everything together when discussing recommendations and handing off the patient to our opticians.”
—David Holler, O.D., Clarity Vision, Apex, NC
PRICING POINTERS
“Creating additional savings on multiple-pair purchases can help patients afford multiple solutions. Some eyecare professionals offer a discount on the additional pair. We must be creative in today’s times. Allowing 50% deposit at order can help close the sale the same day. With intentional focus we will grow second-pair sales.”
—Lisa Frye, InVision Ophthalmology, Birmingham, AL
What’s your strategy for encouraging second pair sales? Tell us about it and share in the conversation on Facebook here.
Erinn Morgan
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