SCRIPTOPEDIA
Prescription Change Skepticism
How to prevent presbyopic patients from questioning the need for new lenses
MARK HINTON
When presbyopic spectacle wearers are told they need a new prescription, some reply, “I feel like I’m seeing just fine; do I really need to change my lenses?” or “I don’t see much of a change between my old glasses and these new ones; why did I have to get the new ones?” To avoid this skepticism, cease using the phrase “just a small change,” when prescribing, as it causes the patient to question the justification of the new prescription, and utilize the following scripts, which focus on the new prescriptions’ benefits of enhanced 20/20 and stronger up-close and night vision.
Doctor to patient
“John, I’ll share why patients who felt just like you decided to update their prescription lenses, and then you decide. Have you ever used binoculars?” “Yes.” “John, when you dialed in the sharpest sight through the binoculars, did it make sense to slightly ‘defocus and blur’ on the object you were viewing?” “Well, no!” “John, when I explain this to others, like you, they understand it doesn’t make sense to walk around wearing slightly defocused lenses in their eyeglasses when they could see as sharp and crisp through their glasses as dialed-in binoculars, all day. Does that make sense to you, too?”
Optician to patient
“John, when you see as crisp and clear as possible through your eyeglass lenses, you have more energy as the day gets longer, and you compete and perform at your highest level. After dark, you reduce the risk of accidents because night sight is far more challenging than day sight; I’m glad you’re taking advantage of Dr. Eyewise’s advice today. You’ll be pleased!”
Mr. Hinton is CEO and president of eYeFacilitate. E-mail him at mark@eyefacilitate.com, or send comments to optometricmanagement@gmail.com.