Some 9.5 percent of consumers said it is “extremely likely” they will buy a complete new pair of eyeglasses in the next six months, according to The Vision Council’s Dec. 2011 Consumer Barometer report. Another 14.8 percent said it is “very likely” they will buy complete new prescription eyeglasses in the next six months, while 22.4 percent were on the fence, saying they “might or might not” make such a purchase. Further, 24.2 percent said they probably would not buy complete new eyeglasses over the next six months, and 29 percent said they definitely would not.
Before the patient sits in your exam chair you should know if they intend to purchase eyeglasses. There are other questions you need to know the answers to as well. The easiest way to obtain these answers is to put the questions on your pre-exam history questionnaire. At a minimum, you need to ask these questions:
1) Are you considering new eyeglasses today?
2) Are you considering new contact lenses today?
3) Are you considering new polarized sunglasses today?
4) Are you considering refractive surgery?
5) Are you interested in a non-surgical approach which allows you to not wear eyeglasses or contact lenses during your waking hours?
Knowing the answers to these questions before your examination of the patient helps you to tailor the exam and case presentation to ensure you are meeting all of the patient’s interests and needs. Not knowing the answers to these questions means the patient could leave your office and seek the answers elsewhere. Don’t let that happen. Ask questions before the exam to better deliver complete patient care.
