Guest blog post taken from content presented by Dr. Scot Morris, OD, FAAO Eye Consultants of Colorado, from the Eyemaginations Premium Webinar Series. T
What questions are you asking your eye care patients? By spending four minutes asking these eight questions, you can significantly increase both your capture rate and your second pair sales.
Who knows, you may even uncover additional medical conditions as well!
- Please describe what you currently wear?
This simple question helps determine what the patient is wearing, and just as important, what they are not wearing. It is a good ice breaker question. It also gives the doctor direction about other visual options that the patient needs such as sun wear, occupational wear or contact lenses.
- Describe what you dislike about your current visual solution.
This question is built to determine where to focus, and which areas you need to fix or alter. For example, a patient may report glare at night, giving you a great reason to prescribe new visual solutions.
- Do you have any special vision needs for your hobbies or occupation? Please describe. This opens the door for a conversation about second or third pairs of eyewear.
- Do you suffer from any of the following? Eyestrain, dry or irritated eyes, itchy eyes, fluctuating vision, headache, or red eyes.
This question is to pull out visual issues that many people do not associate with allergies, dry eyes, accommodative issues, or convergence issues.
- How many hours a day/night do you use a computer?
The goal of this question is to determine the patient’s near point needs and the potential need for occupational eyewear.
- Do you have trouble focusing in the distance after reading or using the computer for more than 10 minutes?
This helps identify accommodative or early presbyopia problems.
- Do you have trouble reading street signs or with seeing glare from oncoming headlights at night?
We are looking for glare issues and the ability to sell anti-glare solutions.
- Will you be purchasing eye wear, sun wear or contact lenses today?
Use this as your final question. If the answer is “yes,” it will be an easy sale. If the patient says, “maybe,” you need to look for prescription changes.
So, what questions do you find most effective with your patients?