April 19, 2017
In-depth conversations with patients in the exam room about lifestyle, and personal preferences for eyewear, pays off both in providing superior care, and in capturing sales in your optical, says Mary E. Boname, OD, MS, FAAO. Your patients value your expert opinion, and appreciate you taking the time to steer them to the eyewear and eye health choices, including nutraceuticals, that may benefit them.
Mastering the Personalized Treatment Plan |
Be Part of the Wellness Conversation |
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TAKE THOROUGH HISTORY. Ask patients not just about their eye and health history, but about the activities and work-related vision needs they may have. GET TO KNOW PATIENTS. Spend at least five minutes just getting to know patients, asking about their families and what’s most important to them in life. ASK WHY THEY SWITCHED DOCTORS. If it’s a new patient, ask why they decided to try a new eye doctor. Keep the conversation positive, and focused on what you can do to help them achieve their eye health and comfort and vision goals.
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DISCUSS TOTAL HEALTH. Talk about the role nutrition and exercise play on the patient’s whole health, including their eyes. EDUCATE & PROVIDE NUTRITION HELP. Educate the patient about the importance of their dietary choices, and nutraceutical options. RECOMMEND WHAT YOU USE YOURSELF. Carefully investigate all nutraceutical products you sell in your office, and let patients know which you take yourself and why. |
Mary E. Boname, OD, MS, FAAO, owns Montgomery Eyecare in Skillman, N.J.To contact her: mboname@mecnj.com
