This article was originally published in a sponsored newsletter.
The team is critical to the success of eyecare practices. This is especially important when it comes to growing our contact lens and daily disposable business. Create the goals for growth and focus on implementing change. Much of the growth starts with the technicians.
- Open the door. Not only can technicians improve the efficiency with which practitioners can perform contact lens fits, they can also elevate the level of care provided. Technicians can initiate the discussion around daily disposable contact lenses. The preliminary testing is a great time to discuss new innovations in contact lens wear. It’s best to keep the conversation generic in nature and focus on the discussion with the practitioner. For example, “Ask your physician whether you are a candidate for the new daily disposable multifocal lenses.” Make sure the technician adds a note in the chart that a specific technology was discussed with the patient to help keep the practitioner on the same page.
- The finances. Technicians can discuss the fees associated with contact lens wear. From the fitting to the cost of the lenses, technicians can break down the perceived cost of wearing daily disposable contact lenses. This includes understanding the patient’s associated vision or medical insurance coverage. “I see you are considering contact lenses, Mrs. Smith. With your insurance benefits, the contact lens evaluation and fitting fee would include a copay along with the annual supply of daily disposable multifocal lenses. Your total would be in the ballpark of [dollar amount]. Additionally, there are quite a few manufacturer rebates that would most likely apply depending on which lenses are fit.”
- Training and follow-up care. New or returning contact lens wearers will often require instruction on insertion and removal along with appropriate ways to care for their contact lenses. This time will help improve compliance and minimize our patient’s risk for any complications down the road. Have a checklist prepared ahead of time to improve the efficiency here.
Make daily disposable a team approach. Our technicians are eager to help and enjoy working with contact lens patients. Educate your technicians on which lenses you fit most often and why you utilize this strategy. When the practitioner and technician are in unison, the team will be moving in the right direction.
