Capture Rate: The Optician’s Role
Capture Rate: The Optician’s Role
Creating change in capture rate depends on the doctor and team. Once the doctor transfers the patient it is up to the optician to make it happen.
The doctor has given the patient permission to buy the optician helps the patient to understand the doctor’s recommendations.
Utilize tools from lab consultants and your selling guide. Keep it simple. Select your four frames, explain pricing briefly as recommended from doctor and patient has no questions close the sale. Data shows patients are more likely to buy when the encounter is limited to less than an hour.
- What tools do you have to select with the frames? Storybook and frame trays
- How do you use the selling guide?
- How do you keep it simple? Role play close the sale
- How do educate patients of the value of their purchase? Dispensing form utilization.