1: Finalise the frame choice
Ensure that the frame you choose is the most suitable option for photochromic lenses. Advise your patient on the importance of eye size and frame style. The larger frames will provide more coverage with more UV protection around the patient’s eyes. A wrap-around style will be more suitable for those with a sporty, active lifestyle. Envision what the final outcome will be. A steeper faceform angle will produce more lens thickness, which could cause issues for moderate to high myopes. Lastly, think of frame materials; lightweight properties and longevity are two important factors to consider depending on the intended usage.
2: Education is key
Patients trust you and your recommendations. Educate your patient on how photochromic lenses work. Explain every small detail with phrases like these: ‘When UV rays hit the lens, a chemical reaction occurs turning the lens dark outdoors. The reaction reverses when going inside a building and this takes approximately between two and 10 minutes until the lens goes completely clear again. The speed of reaction slows down with age and a small yellowish residue will start appearing. Newer technology such as Transitions XTRActive and Hoya Sensity Dark react to UV light and visible light. This means that your lenses will go dark behind a windshield making your driving more comfortable by reducing the amount of glare.’ You have now set the right expectations for your patient.
3: Make it a fun journey for the patient
Despite the popularity of grey, brown and green colour options, show your patient the entire photochromic colour spectrum, ie amethyst, emerald and sapphire from Transitions. Explain the advantages and disadvantages of each colour. Think about the colour of the frame in combination with the colour of the lenses. You can create unique looks that complement a patient’s character.
4: Use display lens examples and marketing tools
Nothing beats visual, physical tools. Ask your lens supplier to send you lens samples. Using a UV torch, demonstrate to the patient how the photochromic lenses work and the difference in colour intensity depending on the UV amount present. Make use of the marketing demonstration videos on a tablet. This will avoid dissatisfaction on collection due to the patient having realistic expectations of the end product.
5: Think outside the box
Photochromic lenses can be cool so why not introduce them to the younger audience? Show them celebrity inspired looks, mirror styles, unique colours, etc. Additionally, I would recommend showing patients previous eye-catching looks you have dispensed and promoted on the practice’s social media accounts like Instagram. There’s every chance that these posts will be shared with friends and you will attract more followers as a result.
6: Bespoke dispensing
If you have the option to create bespoke frames, use photochromic lens choices as inspiration for the design. Pick exclusive bold contrasting colours or tones that are most flattering to the patient’s facial skin tone, hair and eye colour. This will give the dispensing optician and your practice recognition for providing a unique service.
7: Show excitement on collection
A new pair of spectacles (dispensed correctly) can be confidence boosting and image transformative. On collection, a dispensing optician can help by expressing excitement about the new spectacles in front of the patient. Remind and reassure the patient of the decisions you made collaboratively. Demonstrate the photochromic lenses in their clear state as well as in their dark state. Ensure that the patient leaves your practice with a smile.
- Suzana Gorda is a dispensing optician at an independent practice and course leader at Anglia Ruskin University.