{"id":2917,"date":"2018-02-23T04:46:14","date_gmt":"2018-02-23T09:46:14","guid":{"rendered":"http:\/\/blog.opticaldynamics.com\/?p=2917"},"modified":"2018-02-12T11:43:33","modified_gmt":"2018-02-12T16:43:33","slug":"positive-language-to-sell-photochromics","status":"publish","type":"post","link":"https:\/\/blog.opticaldynamics.com\/?p=2917","title":{"rendered":"Positive Language to Sell Photochromics"},"content":{"rendered":"

Eyecare Business By Susan Tarrant<\/strong><\/p>\n

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…<\/p>\n

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.<\/p>\n

SO CHOOSE YOUR WORDS
\n<\/b><\/p>\n

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. \"\"<\/p>\n

A Transitions Optical, Inc., study finds that using positive, neutral, or, of course, negative language has an impact on the patient\u2019s overall experience.<\/p>\n

75% – <\/b>of the patients who hear \u201cpositive\u201d language from their ECPs regarding lens options report a positive eyecare experience and are more satisfied with the overall visit.<\/p>\n

58% – <\/b>who hear negative language (including product disclaimers) report a negative overall experience.<\/p>\n

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 \u201cnegative,\u201d even if the ECP believes he is making a helpful, neutral observation.<\/p>\n

Some examples, from the study, of the \u201cpositive\u201d language used:<\/strong><\/p>\n

\u25a0 Can be worn indoors and outdoors<\/b>
\n\u25a0 UV protection<\/b>
\n\u25a0 Adapt to a variety of lighting conditions<\/b>
\n\u25a0 Are convenient<\/b>
\n\u25a0 Match level of tint to light<\/b>
\n\u25a0 High quality<\/b><\/p>\n

Some examples of \u201cnegative\u201d language used:<\/b><\/p>\n

\u25a0 Don\u2019t work while driving in a car<\/b>
\n\u25a0 Won\u2019t work as well as sunglasses<\/b>
\n\u25a0 Too expensive<\/b>
\n\u25a0 Not dark enough outdoors<\/b>
\n\u25a0 Don\u2019t get dark\/clear fast enough<\/b>
\n\u25a0 Not completely clear indoors<\/b><\/p>\n","protected":false},"excerpt":{"rendered":"

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 … Continue reading →<\/span><\/a><\/p>\n","protected":false},"author":5,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6],"tags":[],"class_list":["post-2917","post","type-post","status-publish","format-standard","hentry","category-sales-toolstips"],"_links":{"self":[{"href":"https:\/\/blog.opticaldynamics.com\/index.php?rest_route=\/wp\/v2\/posts\/2917","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.opticaldynamics.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.opticaldynamics.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.opticaldynamics.com\/index.php?rest_route=\/wp\/v2\/users\/5"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.opticaldynamics.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=2917"}],"version-history":[{"count":7,"href":"https:\/\/blog.opticaldynamics.com\/index.php?rest_route=\/wp\/v2\/posts\/2917\/revisions"}],"predecessor-version":[{"id":4394,"href":"https:\/\/blog.opticaldynamics.com\/index.php?rest_route=\/wp\/v2\/posts\/2917\/revisions\/4394"}],"wp:attachment":[{"href":"https:\/\/blog.opticaldynamics.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=2917"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.opticaldynamics.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=2917"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.opticaldynamics.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=2917"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}