Fitting Happy Contact Lens Patients in New Technology

Patients are loyal to optometrists who consistently educate them on the latest technologies that can benefit them. As a result, ODs should be informing contact lens-wearing patients who say they’re “happy” in their current lenses, how they can be even happier, thanks to these advances. I have found that asking specific questions, using exam data, and trialing diagnostic lenses has enabled me to convert my patients into new, innovative contact lenses.

ASKING SPECIFIC QUESTIONS

Asking pointed questions versus “how are your contact lenses?” has allowed me to determine which new contact lens technologies may be beneficial. The reason: “How are your contact lenses?” will result in the “fine” answer. I have found the most effective probing questions are:

• How long do you wear your contact lenses during a typical day? Would you like to wear them longer?
• Are your contact lenses comfortable for the duration you want to wear them?
• On a scale of one to 10, with 10 being the highest, how do your contact lenses feel when you put them in? What about when you take them out?
• Is there anything about your contact lenses you’d change?
• Would you be interested in a different contact lens brand and/or modality if it was a more comfortable option?

USING EXAM DATA

At the conclusion of the exam, we have the opportunity to tie our findings together to determine whether a patient could benefit from a newly available contact lens. For example, slit lamp findings that show a patient’s contact lenses are creating dryness or limiting oxygen allow us to offer a more targeted solution that may not have previously been available.

If clinical findings and patient discussions present an opportunity to better optimize lens wear, have an effective patient-facing script prepared. This could look like: “Your exam revealed findings that indicate you would benefit from an improved lens design and material. Our patients have thoroughly enjoyed what these newer contact lenses can provide. Would you be willing to try them?”

Even if your patient declines an upgrade, they now know you’ll be able and willing to help them in the future if needed.

TRIALING A SET OF DIAGNOSTIC CONTACT LENSES

Allowing your patient to trial a set of diagnostic contact lenses will give them the chance to experience the difference with their eyes before they shop with their wallet, or not at all.

• Pro Tip. Explain vision plan allowances and rebates to make the lens upgrade an even more desirable option for the patient.

DUE DILLIGENCE

Every patient we examine deserves to receive our professional opinion about their contact lenses, even if it means shaking up what they’ve become comfortable with as their status quo. By taking the opportunity to educate and provide the best solution available, the outcome will speak for itself.