This article was originally published in a sponsored newsletter.

It is the practitioners’ responsibility to continually educate themselves, their staff, and their patients about new technologies. New contact lens products and materials are introduced regularly, so have a consistent approach to building the excitement!
 
In the contact lens world, new developments in materials can be reengineered from previous materials or novel materials can be introduced into the marketplace. Current materials can be expanded into larger ranges of prescriptions and even into a variety of designs. Either way, be ready to offer these technologies to patients. Here is a strategy to utilize when anything new is launched:

Pique Their Interest 

1. Discuss with current contact lens wearers and even, perhaps, spectacle-only wearers about that technology.  “Mrs. Smith, did you know that there is a new daily disposable multifocal contact lens that can provide 90% of your visual needs (compared to your spectacle lenses) throughout the day. They also have a hydrating agent embedded in the lens to help improve comfort and prevent dryness while wearing them.”
2. Discuss your early success with personal experience.  “I fit my wife in this technology, and she absolutely loves her vision and comfort with these contact lenses. She had struggled wearing her lenses all day due to some end-of-the-day comfort after being on the computer all day. She did not experience any of that with this lens.”

New Technology on Eyes

1. Discuss the fitting process and get lenses on eyes.  “I have a new technology in contact lenses in your prescription if you would like to test drive them. I’d love to give you a chance to try them out and then I can follow up with you afterward and decide if this technology is something that will work for you.”
2. End the discussion with an upbeat manner.  “I’m excited to see your response!”

Practitioners can sometimes hinder the success of new technology by not even giving it a try. Obviously, as eyecare providers, they want to make sure the patient has healthy eyes and can be a successful contact lens wearer. But after that, be aware of new technology and make the offer. Keep a toolbox of newest contact lens technologies handy and find ways to build the excitement and growth will occur.