The Official VisionWeb Blog

It’s getting harder to compete with online retailers. However, when you have patients in your office getting their exam, you have the perfect opportunity to sell them on purchasing frames from your practice because you know what they need.

Unfortunately, sometimes this isn’t enough, and showrooming practices persist. So, how do you push past common objection statements and close in on sales without damaging patient trust? Below are a few objection handling strategies to boost optical dispensing sales.

Window-shopping, browsing, or showrooming, whatever you call it in your practice, when you don’t engage with a patient that says they are “just looking,” you’re missing an opportunity to convert frame purchases. A common objection you may hear when pitching the frames in your optical dispensary is that “they are too expensive.” If you’ve explained the value of the frames and your patients are still resisting, it might be time to rethink your pricing strategy.

Staying organized in your optical dispensary is key to keeping a clean and professional image as patients come and go. Organization is also key for opticians to be efficient as they work to fix and adjust frames for patients. We all know that frame parts and tools are small and easy to lose. So how do you keep your optical dispensing workstation organized so it's easy for you to quickly make frame adjustments without losing any pieces along the way?

In addition to providing care to diagnose and correct eye health issues, there’s also a retail aspect to many optometric practices. Optical dispensing solutions, like VisionWeb’s online lab ordering platform, have enabled thousands of practices to place and track their optical product orders for spectacle lenses, contacts, and frames.

For the past few months, I’ve seen primetime commercials for Zenni Optical eyeglasses from $6.95. Since startups advertising on primetime TV is a clear signal of a venture-backed company, I decided to check them out. Following a short online search, I discovered that Zenni was founded in San Francisco in 2003 by two scientists. The lab is rumored to be in China.