Shane R. Kannarr, O.D.
To properly help patients, a variety of
information must be gathered.
This information must be gained in a
quick and timely manner.
The patient must feel this information
is not intrusive.
The patient may feel that information
crucial to you is not pertinent and
therefore may not be forthcoming.
Interoffice communication is the only
way this can be done.
Learn to read verbal and non-verbal
The options today can be
overwhelming. The patient pays you
to look through all of the options and
select those which might pertain to
SALES is not a bad word if done
________ % of income is derived
from materials for the average
People That Impact
Incorporateas Much as You Can into
the Medical History.
Information Must be Concrete and
Last Eye Exam
Reason for Exam
Sample of the sheet
Optical Hx Medical Hx
Personal Notes Family notes
Incorporates the Doctor’s Findings
Former Successes and Failures.
Products Discussed During the Exam
(This will carry a lot of weight.)
What the Heck are They Wanting?
MustWork Off the Patient’s
in the Office
A Note Page.
Takea Moment and Discuss the
Patient. (They will be thrilled.)
Keep a Log (refer to the sheet)
Keys to be Effective in the
Not everyone benefits from every item
The staff must be well trained
Doctor and Staff must work together
Must be able to articulate value of product
Do your patient’s Feel like this?
Simplification is the ultimate sophistication
3 or less options
Promote with written word
Show the price difference against
Lens Mats and Package Pricing are a
benefit to everyone concerned
Sell the benefits not features
Reinforce the sale
What type of presentation is used
Provide the written information
Opportunity for second pair sale
After the sale
Call the patient
Remind them of the advantages of their
Remind them of discount
and Who they
Anti-Reflective Coating Questions
Do you have trouble driving at night?
Are you on the computer “a lot”?
Have you been told you have cataracts?
Are you involved in “people profession”
People who Drive a lot.
Cataracts not Ready to Extract.
Avoid: “Abrasive Professions”
Back up glasses
Progressive Lens Questions
Do you need a bifocal?
Do you work on a computer?
Do you have intermediate needs?
Do you not want the world know you are
wearing a bifocal?
Any First-time Bifocal.
People with Intermediate Difficulties.
Everyone Could Use a Wide Corridor
Educate Educate Educate (save
10 Days of Adaptation (learning)
Those Unwilling to Change.
“Brother’s Cousin’s Friend hated
them and I Will Too.”
Photochromatic Lens Questions?
Are you in and out a lot during the day?
Do you have trouble keeping track of two
pair of glasses?
Is convenience the key to your life?
New Photochromatic Driving
People who are In and Outdoors.
Willing to be Adaptive.
Avoid: Drivers (unless they
understand the situation)
Contact Lens Questions
What are your hobbies/occupations?
Do you have trouble keeping your glasses
adjusted in repair?
Have you tried or ever thought of trying
Keep professional fees adequate
Keep lenses cost effective
High Prescription (Especially High +).
Rapidly Progressive Myopes.
People Told they Couldn’t in the Past.
Avoid: Severe Dry Eye
Real Small Eyes
2nd Pair Questions
What do you do for a living?
What are your hobbies?
Are you outside a lot?
Are you on the computer a lot?
-0.25 over D
Prescription or Room Distance.
Plano. Double Seg.
Most People that Safety.
have a Good Pair Computer Distance
are Never Without. Glasses.
Hi Index Questions
Come on… No one asks for Hi Index, you
just need to know who benefits!!!!!
>3.00 Diopters of Correction.
When it comes together it feels
like Winning the lottery
Progressives have improved
drastically in the last 10 years.
Contacts are nothing compared to
Contacts do not cost 1 month’s pay
LASIK is great, but not for every
Anti-Reflective coating doesn’t peel
off after one month.
Occupation: Oral Surgeon
Ultimate in Fashionable!
Hobbies:Golf, Boating, Working Out,
Hasn’t Changed Frames in 10 Years!
Hobbies: Driving his Porsche, Model
Occupation: Stay at Home Mother
Worn Contacts because of
Always Worn Photogray
AlwaysWorn Contacts, Trouble with
Hobbies: Tennis Player.
Occupation: Factory Worker
Plays in a Band at Night!
Hobbies: Computer Addict
Occupation: Pharmaceutical Rep.
-10.00 OU, Vain
Hobbies: Loves to Fish
Lots of Astigmatism
Hobbies: Loves to Hang Out with the
Works at Desk All Day
Occupation: Priest by Day, Harley
Rider by Night.
Frugal…Wants One Pair to Do it All!