August 2, 2017
Eric M. White, OD, poses a tough question: “With smartphones, telemedicine and online eyewear reconfiguring consumer access to vision correction, why do patients need ODs?” There are many compelling reasons why, he explains, and ODs need to continually educate, update and build value with patients to best serve them and flourish as a practice.
EMPHASIZE CUSTOM CARE. Let patients know you personalize your comprehensive exam to identify and serve individual vision and lifestyle needs.
SHOW VALUE. Point out how the eyewear you produce is superior to what is sold online. Explain that you can provide “high-definition” vision with superior performance and comfort.
SHOW EYE HEALTH BENEFITS. Take time to explain the eye health factors in your comprehensive exam. Show them your findings on a large screen.. Explain that you checked for various diseases, and how you know, based on what you’re seeing, that they don’t have those diseases. Or, if they do have a condition, show them how you evaluate the state of that condition and will manage it.
Eric M. White, OD, owns Complete Family Vision Care Optometry in San Diego, Calif. Contact him: idoc@drericwhite.com
