Selling from the chair is the first critical step of the optical sales process, but without getting your optical staff on the same page, it’s impact is limited. That’s where the handoff comes in.
After you have an idea of the patient’s lifestyle and you’ve recommended the solutions you feel are best for them, take the time to personally introduce them to a member of your optical staff (after the exam, of course). This handoff should include a 2-3 bullet point summary of everything you discussed with the patient:
- “[Optical manager name], I’d like to introduce you to Mrs. Smith.”
- “She’s in front of a computer for several hours a day and really saw the difference of how much a pair of computer lenses might help reduce eye fatigue.”
- “She’s also really enjoyed her experiences with Ray-Ban, so that might be a good starting point.”
Then bow out of the conversation while offering the patient assistance if he/ she has any follow-up questions.
This handoff is simple, to-the-point, and sets your optical staff up for tremendous success. It also saves the patient from having to explain everything they already discussed in the exam room again with a member of your optical staff (that’s a pretty disjointed patient experience).
The easier you can make the transition for the patient, the more fondly they’ll remember your brand, and the more likely they’ll be to support your business with their purchasing power. If executed correctly, they might even reward your business with positive online reviews and referrals.