BUSINESS
SCRIPTOPEDIA
CONTACT LENS EVALUATION FEES
CREATE VALUE THROUGH TECHNOLOGY, SO PATIENTS DON’T OBJECT
WHEN onsite in retreat with practices throughout the country, I ask, “Do your patients complain about contact lens evaluation fees?” The answer is always, “Yes.” Upon further questioning, it becomes clear that the reason patients push back about this fee is because they aren’t educated about how it benefits them. Specifically, patients don’t or can’t differentiate between the slit lamp and advanced corneal topography, which is part of the contact lens evaluation, so explaining the difference adds value.
Here, I provide two scripts on how to get patients to see the value in the contact lens evaluation, so they don’t object to the fee. OM
AT THE RECEPTION DESK:
“Now, Kelly, because you are a contact lens wearer, following your general eye health exam today, Dr. Eyewise will perform your corneal eye health exam. This is a very in-depth exam and evaluation of the front part of your eye where the contact lens rests. She will use something called corneal topography. This painlessly maps the surface of your eye, so she can assess whether your cornea has undergone any changes that will affect contact lens fit. She may also use advanced videokeratography, which also captures vital topographic measurements and data. Make sense?”
IN THE EXAM ROOM:
“Kelly, now that I’ve finished your eye health examination, I’m going to examine and evaluate your cornea, which is the clear cap on your outer eye where the contact lens rests. This evaluation will provide me with a microscopic view of the surface of your eyes to be sure your corneas are healthy. I’ll also utilize a state-of-the-art corneal topography, which provides a map of the surface of your eye and this will lead me to determine whether I’ll fit the same brand of lens THIS YEAR, or I may change the size or the base curve of the lens so I’m confident your contact lenses fit perfect, are safe, and feel comfortable when you’re wearing them. My contact lens patients appreciate the added topography technology and care I provide in making sure their lenses are ‘evaluated’ to fit and feel perfect; and I’ll do the same for you, too! Sound good?”
MARK HINTON is CEO and president of eYe Facilitate. Email him at mark@eyefacilitate.com, or to comment on this article, visit tinyurl.com/OMcomment. |