CONTACT LENS FITTERS face ongoing challenges in attracting new patients and reviving interest in contact lenses, especially when competing with glasses or surgical options. According to research from the Contact Lens Institute (CLI), nearly half (47.8%) of glasses wearers are highly interested in trying contact lenses, yet many are unaware of advancements or believe they aren’t suitable candidates due to outdated information (CLI, 2024).
The findings of the CLI might surprise you in terms of how many patients exclude themselves without ever discussing it with their eyecare providers. It is easy to preach the importance of communication, and the CLI’s research highlights how critical it is in addressing these misconceptions. Only 10.5% of glasses wearers who had never tried contact lenses reported receiving a recommendation from their practitioners, demonstrating the need for more proactive communication (CLI, 2024).
Many experienced contact lens fitters may feel confident in their ability to communicate effectively with patients. However, the recent findings from the CLI suggest there’s more to the story. With all the technological advancements and evolving patient expectations, it’s worth taking a moment to reflect on how we approach these conversations.
Here are three strategies that can refine and enhance your communication efforts:
1. PERSONALIZE YOUR CONVERSATIONS
Why It Matters Research shows that personalized recommendations can increase patient trust and engagement (Tringale et al, 2022). Patients are more likely to follow through when they feel their specific needs are being addressed (Tringale et al, 2022). Eyecare providers often deliver general contact lens information, but to boost adoption, the focus needs to shift to what the patient values most.
How to Get Started Begin by asking open-ended questions about the patient’s lifestyle and visual needs. Tailoring your message will help patients see the direct benefits of contact lenses in their everyday lives.
2. ADDRESS COMMON MISCONCEPTIONS
Why It Matters Misconceptions about contact lenses—whether related to comfort, dry eye, or conditions like astigmatism—are a major barrier to adoption. For example, 27% of glasses wearers believe that dry eye makes them ineligible for contact lenses, while 17% think astigmatism is a barrier (CLI, 2024).
How to Get Started Make it part of your routine to debunk these myths during exams. Offer trial lenses when possible to let patients experience the difference for themselves. When patients see firsthand how comfortable modern lenses can be, they are more likely to consider them as a viable option.
3. EMPHASIZE NEW TECHNOLOGY
Why It Matters Many patients are unaware of how far contact lens technology has come in recent years. CLI research highlights that educating patients on new advancements can lead to greater adoption rates. For example, 41% of glasses wearers are influenced by learning about contact lens advancements, such as lenses for digital device use or UV protection (CLI, 2024).
How to Get Started During your examination, introduce the latest innovations in contact lenses. Creating an educational moment by sharing information about these advancements demonstrates that contact lenses are not only practical but cutting-edge as well.
By focusing on these strategies and using the insights from the CLI research, contact lens fitters can turn communication into a powerful tool for increasing contact lens adoption and patient satisfaction.
REFERENCES
1. Contact Lens Institute. Beyond Vision: Behaviors to Attract New & Returning Contact Lens Wearers. Spring 2024. Available at contactlensinstitute.org/wp-content/uploads/2024/04/CLI-Beyond-Vision-Report-Spring-2024-FINAL.pdf. Accessed 2024 Sept 30.
2. Tringale M, Stephen G, Boylan A, Heneghan C. Integrating patient values and preferences in healthcare: a systematic review of qualitative evidence. BMJ Open. 2022 Nov 18;12:e067268.
