The optical sales process begins MUCH earlier than when a patient sets foot in an optical. The doctor carries a high degree of credibility in most patients’ eyes. As a doctor, your recommendations carry a lot more influence than any other staff member does.
Even though you’re not presenting and delivering the final product, how you prepare patients for those conversations with your staff can play a major role in how a patient trusts their recommendations vs. feeling like they’re being unnecessarily upsold.
We would never suggest swindling your patients into buying something they don’t need. We’d never suggest high-pressure sales tactics either. Your goal should be to simply share the best options available, based on your professional opinion, so that the patient has the greatest “vision experience” possible.
You’ll be amazed by how much a few small thoughtful touches from the doctor can dramatically improve optical sales.
Are you wondering how a lot of these techniques are matched up to optical sales after the patient is transitioned to your optical staff? Optical sales strategies are also covered later in this guide.
Step 4 Table of Contents
- 4.1 Improving How You Sell from the Chair
- 4.2 Improving the “Handoff” to Your Optical Staff
- Wrapping Up: Improving Clinic-Side Sales Practices