Oct. 17, 2018
Hubble, an online subscription service for daily disposable contact lenses, is being widely marketed to your patients. Here are a few ways one doctor is successfully fighting back.
INCREASE MARKETING OF DAILY DISPOSABLES
One thing I like about Hubble is they are promoting daily disposable contact lenses. Take advantage of the additional attention given to the advantages of daily disposables by talking about it as an option with all of your contact lens patients.
TALK IN TERMS OF BENEFITS
Rather than getting mired in a price conversation, point out the benefits of the contacts you prescribe. If the patient broaches the possibility of purchasing from Hubble instead, emphasize how the contacts you prescribe provide greater benefits to the patient’s eye health and vision than those available through Hubble.
OFFER RESISTANT PATIENTS OPTIONS
In the daily disposable lenses you sell, have several tiers of products. On the high end, offer lenses like Alcon Dailies Total One and Acuvue Oasys 1-Day. Explain to the patient why these cost more–higher oxygen, newer material, more comfortable, etc. Recommend those lenses first because they are better products. From there, move down the lens category list to lesser-priced products, if cost is an issue. Most patients will opt for the better product, and even if they do not, they will still purchase the lower-priced daily disposable lens, and stay in the daily disposable category.