SCRIPTOPEDIA
Ocular Surface Disease and CL Wearers
Educate these patients on the value of an annual CL supply and “primary relief glasses”
MARK HINTON
It’s no secret that medications that manage cold or flu and perennial and/or seasonal allergy symptoms can make contact lens wear a challenge. Therefore, prescribing an annual supply of contact lenses and “primary relief glasses” — NOT “back-up glasses” — makes sense for these patients. (The term “back-up glasses” has the connotation of an after-thought for patients.)
Bear in mind that positive words and beneficial reasons prompt a sale because they create a positive emotional response in the consumer — patients buy with emotion and use logic to justify a purchase.
As a result, illustrate the benefits and/or how an annual supply of contact lenses and “primary relief glasses” will help patients avoid a negative outcome.
Here, I provide two scripts on how to achieve this.
Doctor to patient:
“Donna, you shared with me today that you have seasonal allergies, and it’s also true that none of us are immune to seasonal viruses, including colds and flu. When you take medications to control symptoms, they often dramatically decrease your essential tear flow. Consequently, they dry the surface of your eyes, predisposing them to abrasion and even ulceration, especially when wearing contact lenses. This is bad! I’m going to prescribe you a yearly quantity of contact lenses so you will have fresh, sterile lenses when it’s time to replace them, according to my wear schedule plan for you. Make sense, so far? Also, I’m going to prescribe what is known as “primary relief eyeglasses” for when you are taking medications to control your allergy or virus symptoms. Donna, you absolutely must not wear contact lenses when you are taking these medications for the reasons I shared. I prescribe these items for all my contact lens patients because of the potential for corneal damage. Patients who have made emergency visits due to abrasions and ulcers are among those who did not have trusted eyewear, too. They never thought it could happen to them, so they took the risk. I don’t want this risk for you. Let’s meet my contact lens expert, and I’ll review my treatment plan with her so she’ll know exactly what I’m prescribing for you, and why. (Hand off the patient to your “contact lens expert,” and recap your “prescribed plan” in the presence of the patient.)
CL expert to patient:
“Donna, I will follow the doctor’s advice and be sure you have a fresh, sterile lens on hand and that you love the way you look in your glasses during those times when you won’t be wearing your contact lenses. And, I’ll be sure to maximize your vision savings plan for your best advantage, so you’ll be thrilled!”
Mr. Hinton is CEO and president of eYeFacilitate. E-mail him at mark@eyefacilitate.com, or comment at tinyurl.com/OMcomment.