行业新闻

Problems come with multiple solutions, but we tend to fall for the option that is always easily available. We don’t really want to explore and look into the other possibilities, do we? Prof. Monica Chaudhry, Director, School of Health Sciences, Ansal University, Gurgaon and a speaker at VP Academy, Delhi, shares details on how contact lenses could be the perfect replacement when you would normally recommend just spectacles.As opticians, we are stuck with the idea of spectacles being the ultimate solution for presbyopes. But we do have an alternative to it- contact lenses. It’s really important to educate your customers about all the options so that he or she has a clearer picture and can always make an informed choice.Consider their needs, look into all the options and go through every aspect thoroughly and only then present the conclusion.

Contact lens for 40+

40 is the new 30, as per the current generation. In fact, the customers in the 40+ group want to look young and appealing and most of them don’t want reading glasses. Simply because they think it makes them look old. The ageing factor often scares a patient. Apart from the ageing factor, the modern lifestyle too has a major role to play in this. Back then, people needed glasses only for reading newspapers or other small jobs. But now they need their spectacles every now and then. Having to carry spectacles can be quite a task. Given this situation, contact lens could be the best solution, at least as of now.

Who’s Your Potential Customer?

Patients who don’t want spectacles are all potential customers. Near vision readers have a disadvantage, they need multiple pairs of glasses which can get annoying at times. Contact lenses are always a better alternative for such customers.

Selection criteria 

How to get the best option for your customer is something that demands a fair bit of  diligence. You need to look into your patients’ profile, understand the requirements and only then suggest something. In this case too, the patients’ occupation plays a big role in choosing the material.

Identify the needs

Look into the patient’s profile. Understand their requirements. Ask your customers about their occupation to have a better understanding of the best suited option for him/her. And don’t just restrict yourself to the occupation ask them about the hobbies and daily visual requirements. This will help you educate them about the options and in return win their trust.

The Question GuideHere is a list of some questions that you can ask while trying to figure out the right option for your customer.

Are they planning to wear lenses full-time or only part-time?

·* What are their visual priorities?

·* Are dry eye abnormalities an issue?

·* What daily activities could affect their lens preference?

·* Are they a keen observer or more laid back concerning visual needs?

·* How much astigmatism is there to be dealt with?

·* How long do they use computer or other electronic devices each day?

When it comes to suggesting anything to your customers, be it the product or the material, the patient’s occupation and requirements matter a lot. So be thorough with the needs of your customers, understand what is most suitable for them. Give them a variety to choose from, and not too much, so that you avoid confusing them.

Last but not the least, remember, talking to your customers is the key!

来源：vision plus 作者：Monica Chaudhry