As a nanoCLEAR AR system owner, you have the ability to produce AR progressive lenses in office in under 90-minutes! Let your patients know that you have invested in the latest technology to offer the ultimate in customer service.  In addition to nanoCLEAR AR, you have the ability to offer nanoXT hardcoat, nanoGUARD extra tough hardcoat and nanoCHROME/FLASH sunglass mirrors. Be sure to capitalize on all the specialized products you deliver.

Use this handy chart to remind staff and lab managers of the nanoCLEAR AR  system capabilities.

With the nanoCLEAR AR unit, AR sales should steadily increase. Traditional barriers to selling AR such as delivery time and reliability are eliminated with your in office system. According to a member of our user family in Columbus, MS, his AR sales have increased almost 80% with the addition of the nanoCLEAR AR unit.

Start by educating your staff on the benefits of AR coating. Everyone should understand the AR product.

• By minimizing surface reflections, AR coating improves vision when dealing with overhead lighting, computer screens and window glare
• AR lenses are more cosmetically appealing for improved patient appearance
• Vision during night driving is improved reducing the glare of oncoming headlights
• AR lenses provide improved visual comfort and reduces eye strain and fatigue

Make sure that all staff member are wearing the nanoCLEAR AR product. This way they can share their own experiences and use their lenses for demonstration when interacting with the patients.

Start the education process during the eye exam. As an Optometrist, your recommendation matters. If you share the importance of the product when in the exam room, the patient will be more likely to add when in the dispensary.

Utilize the above tips and watch your AR sales soar.

Eyecare Business March, 2016 Ally of the Independent by Samantha Toth REPOST

1. Fight Commoditization – Many people are turning to the internet for eyewear. Something that used to be available only through an eyecare professional is now widely available. The problem is that eyewear is a medical device – and quality varies widely. Features for one brand are not identical to another…By explaining to patients that you carry quality products and by offering your in-person expertise and follow-up you can fight commoditization.
2. Carry Unique Products – When you carry unique products that are sold only at independent practices, people can’t go online or down the street to try to buy the same thing for a slightly lower price. Instead they will ask you questions and advice, creating a dialogue about their needs and concerns. It’s easy to stand out when others can’t compete with what you are offering
3. Inform Your Customers – Because you carry unique products you may have to explain to patients why your specialized eyewear is work the price…You have to supremely knowledgeable and who them that products from different companies are not identical

Vision Monday, July 21st, 2014 RE-POST

1. Location, location, location was a recurring theme among million dollar doctors. If your not in a position to purchase a building, be sure to pick a visible, easily accessible location.
2. Each underscored the importance of a comfortable office.
3. Hire, train, pay and incentivize people properly.
4. Stay abreast of current technology. Some even suggest buying a new piece of equipment each year to add to the range of diagnostic services you can offer your patients and others recommend having an in-office laboratory to make glasses on site.
5. Control your personal overhead.
6. Don’t try to be all things to all people and don’t try to blame others for your shortcomings
7. Arrive early, stay late and be a person integrity
8. Lastly, don’t forget that most practices are built by one referral at a time

As shared by CEO Tom Stockham in the August issue of Eycare Business, here are three key ways to engage your sales staff and help them sell more.

1. DEFINE YOUR FOCUS: When thinking about helping the customers in your store, determine whether the interactions need to be more about providing technical details or more about recognizing the right customer for each type or brand of product – or both. Then, define that focus for your sales staff. Having the ability to relate to the variety of consumers who walk through the door is what makes a really helpful expert salesperson on the floor.

2. MAKE IT FUN: Make sure you are offering your sales associations an interesting and fun way to engage with your products and your customers.

3. OFFER REWARDS: The biggest deal, really, is defining how you track, manage and reward your sales associates’ engagement. This really needs to be something for which you create accountability.

In  Optometric Management,  Author Jay Binkowitz shares a recipe for Success:

1. Create curbside appeal
   1. Signage
   2. Storefront
   3. Display window
2. Update your space
   1. Wall color
   2. Lighting
   3. Furniture
   4. Displays
3. Extend a warm welcome
   1. Do you customers receive a friendly welcome from someone who anticipates and appreciates their visit?
4. Dress the part
   1. Scrubs at the office are quickly becoming a thing of the past
5. Flip the script
   1. Flip from a patient-consumer experience to a consumer- patient experience

Eyecare Business By Susan Tarrant

There are many benefits of photochromic eyewear. They are adaptable, so patients can have comfortable vision in varying light conditions. They provide the convenience of having one pair for both indoor and outdoor wear. They provide UV protection. They also perform like never before…

Photochromic lenses provide excellent, comfortable vision in all lighting conditions, indoors and out. They are for everyday wear, and though not considered a replacement for sunwear, can provide patients comfortable vision outdoors.

SO CHOOSE YOUR WORDS

We all know the importance of doctor-driven lens recommendations. We know the importance of optical staff following up on that message once the patient leaves the exam room. But what you may not know is the importance of the language you use when discussing lens options, particularly options like photochromics.

A Transitions Optical, Inc., study finds that using positive, neutral, or, of course, negative language has an impact on the patient’s overall experience.

75% – of the patients who hear “positive” language from their ECPs regarding lens options report a positive eyecare experience and are more satisfied with the overall visit.

58% – who hear negative language (including product disclaimers) report a negative overall experience.

How a product is recommended is just as important as actually making the recommendation. The study finds that, even when it comes to discussing product benefits, a patient may perceive disclaimers as “negative,” even if the ECP believes he is making a helpful, neutral observation.

Some examples, from the study, of the “positive” language used:

■ Can be worn indoors and outdoors
■ UV protection
■ Adapt to a variety of lighting conditions
■ Are convenient
■ Match level of tint to light
■ High quality

Some examples of “negative” language used:

■ Don’t work while driving in a car
■ Won’t work as well as sunglasses
■ Too expensive
■ Not dark enough outdoors
■ Don’t get dark/clear fast enough
■ Not completely clear indoors

Always remember the importance of good communication even in difficult situations. It can make the difference between a positive customer experience for repeat business or an unhappy customer that dose not return.

Listening:

• Give your full attention to the speaker
• Do not interrupt
• Maintain eye contact
• Use positive body language
• Use active listening signals such as head movement for agreement

Verbal:

• Be open
• Be honest
• Be courteous
• Be constructive
• Do not promote defensiveness

Written:

• Write with a clear purpose in mind
• Precision of message
• Non confrontational
• A hand written card/thank you is always a nice touch

Eyecare Business December 2017. For full article and details click here.

10 of the most critical ingredient in a recipe for success:

• Target messaging
• Get the right media buy
• Use “me” marketing
• Do after-hours
• Put on a show
• Hold a mini seminar
• Define generations
• Tell your story via social media
• Post with purpose
• Define the bottom line

Eyecare Business September 2017, by Stephanie De Long. For full article click here.

“It’s the other kind of smart,” says Travis Bradberry, Ph.D., co-founder and president of TalentSmart, a provider of emotional intelligence tests and training to more than 75% of Fortune 500 companies.

“Emotional intelligence (EQ) is your ability to recognize and understand emotions in yourself and others,” explains Bradberry. Additionally, he says it is “your ability to use this awareness to manage your behavior and relationships.”

TIP #1 Look Beyond IQ:

IQ is what it is—it is a fixed point for everyone. On the other hand, EQ can be developed and affects how we manage behavior, navigate workplace complexities, and make business decisions. MAKE THE CONNECTION Emotional intelligence is made up of core skills that fall under two primary competencies—personal and social. Personal competence is your ability to stay aware of your emotions and manage your behavior and tendencies. Social competence is your ability to understand other people’s moods, behavior, and motives in order to improve relationships. All can be developed to put you in better touch with yourself and others.

TIP #2 Actions, Not Words:

Great bosses believe in their people, and this belief drives them to create an environment where people thrive. They inspire trust through actions, not just words. MAKE THE CONNECTION Let’s explore a couple of characteristics that set great bosses apart and that can be developed by increasing your EQ.

TIP #3 Keep Calm:

The ability to manage emotions and remain calm under pressure has a direct link to job performance. TalentSmart has found that 90% of top performers are skilled at managing their emotions in times of stress. MAKE THE CONNECTION The University of California, Berkeley, found that the onset of stress entices the brain into growing new cells responsible for improved memory. However, this is seen only when stress is intermittent. As soon as it continues beyond a few moments, it suppresses the brain’s ability to develop new cells. Fortunately, unless a lion is chasing you, the bulk of your stress is subjective and under your control.