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WTF!?!?

WTF?!?! I mean, What's The Focus? When previous RX spectacle wearers or presbyopic spectacle wearers are informed by the Doctor that they need a new prescription, some say, "I feel like I am still seeing pretty good out my old lenses; the Doctor said there was a small change; do I really need to change my lenses?" or "I think that I am alright because I can still see fairly clear at times out of my old prescription." Blah! Blah! Blah! WTF!?!? What's The Focus!?!? 

I read a article by Mark Hinton where he warned Opticians to never use the term "just a small change," to a skeptical patient when prescribing, because it causes the patient to question the justification of the new RX, which focus on the new RX's benefits of enhanced sharp, clear, 20/20 vision and a stronger up-close and night vision. Mark Hinton explained the way to convert an skeptical new RX patient with a slight change with the binoculars analogy; Doctor to Patient: "Shanda, I will share why patients who felt just like you decided to update their prescription lenses, and then you decide. Have you ever used binoculars?" Shanda replies, "Yeah I have." Doctor continues, Shanda when you dialed in the sharpest sight through the binoculars, did it make sense to slightly 'defocus and blur' on the object you were viewing?" Shanda replies, "Well, that wouldn't make sense." The Doctor explains, "You see, when I explain this to others, like you, they understand it doesn't make sense to walk around wearing slightly refocused lenses in their eyeglasses when they could see as sharp and crisp through their glasses as dialed-in binoculars all day. Does that make sense to you, too?" 

As Opticians we can explain this concept to our "WTF" skeptical patients. So the next time when you have an skeptical, slight RX change patient and they start that "I can still kinda see clear out of my old glasses..." Don't just say to yourself WTF!?!? Educate to them "What's The Focus." 

Happy Selling!

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