“Do you like the picture clarity of your HDTV? Well, you may have an HDTV, and it’s probably pretty clear, but you still haven’t seen high-definition because your vision as it is, isn’t clear enough to see it.”

WHY IT WORKS: This script is effective because most patients have HDTVs. As a result, you get their attention when you tell them they’re not seeing the full potential of the technology. In addition, patients understand it makes no sense to have an HDTV without a full spectacle correction.

“I want to discuss with you our newest technology in clear vision: digital progressive lenses. These lenses are personalized to provide the best performance with minimal peripheral distortion, or swim. Also, they can provide a great width of vision, which means less side-to-side head movement. And, despite all these advances, there is only a minimal increase in cost vs. your previous generation lenses: They are roughly $10 more per month than what you are wearing. My staff and I wear these lenses, and we have been very impressed with how much more comfortable they are to wear. And with their new anti-glare lens polymers, they are more enjoyable as well and easy to clean. This is what I am prescribing for you.”

WHY IT WORKS: This script is effective because it outlines the personalization of high-definition lenses, additional attributes and the minimal cost differential. Add the fact that the doctor ends the script with, “this is what I am prescribing for you,” and it’s highly unlikely the patient will turn down the lenses.