Optometric Management Special Edition

2015

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56 S P E C I A L E D I T I O N 2 0 1 5 • O P T O M E T R I C M A N A G E M E N T . C O M BUSINESS SCRIPTOPEDIA CONTACT LENS EVALUATION FEES CREATE VALUE THROUGH TECHNOLOGY, SO PATIENTS DON'T OBJECT HEN onsite in retreat with prac- tices throughout the country, I ask, "Do your patients com- plain about contact lens evalua- tion fees?" Te answer is always, "Yes." Upon further questioning, it becomes clear that the reason pa- tients push back about this fee is be- cause they aren't educated about how it benefts them. Specifcally, patients don't or can't diferentiate between the slit lamp and advanced corneal topography, which is part of the con- tact lens evaluation, so explaining the diference adds value. Here, I provide two scripts on how to get patients to see the value in the contact lens evaluation, so they don't object to the fee. OM MARK HINTON is CEO and president of eYe Facilitate. Email him at mark@ eyefacilitate.com, or to comment on this article, visit tinyurl.com/OMcomment. W C M A N A G E AT THE RECEPTION DESK: "Now, Kelly, because you are a contact lens wearer, following your general eye health exam today, Dr. Eyewise will perform your corneal eye health exam. This is a very in-depth exam and evaluation of the front part of your eye where the contact lens rests. She will use something called corneal topography. This painlessly maps the surface of your eye, so she can assess whether your cornea has undergone any changes that will affect contact lens ft. She may also use advanced videokeratography, which also captures vital topographic measurements and data. Make sense?" IN THE EXAM ROOM: "Kelly, now that I've fnished your eye health examination, I'm going to examine and evaluate your cornea, which is the clear cap on your outer eye where the contact lens rests. This evaluation will provide me with a microscopic view of the surface of your eyes to be sure your corneas are healthy. I'll also utilize a state-of-the-art corneal topography, which provides a map of the surface of your eye and this will lead me to determine whether I'll ft the same brand of lens THIS YEAR, or I may change the size or the base curve of the lens so I'm confdent your contact lenses ft perfect, are safe, and feel comfortable when you're wearing them. My contact lens patients appreciate the added topography technology and care I provide in making sure their lenses are 'evaluated' to ft and feel perfect; and I'll do the same for you, too! Sound good?"

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