Daily life has become more dynamic than ever before. An average day can include a range of activities, from driving to extended screentime use, and from reading to sightseeing outdoors–we’re using our vision in so many different capacities, and one pair of glasses is no longer sufficient. Even as the average person’s day-to-day life evolves, the concept of a “primary” pair of lenses persists. But as an eye care professional (ECP), you know how the right pair of glasses, tailored to the task at hand, can improve your patients’ satisfaction with their vision and quality of life. The right lenses can mean avoiding eye strain, blurry vision, headaches, dizziness, and the myriad of other unpleasant symptoms that can occur when using the wrong pair of lenses for the task.
Recommending a second pair can not only help your patients experience greater satisfaction with their vision—it can also boost your bottom line. But what’s the biggest hurdle? It’s often not your patients. More commonly, it’s that the conversation about a second pair doesn’t always happen. Many patients still believe that one pair of glasses can “do it all,” and without your guidance, that perception tends to stick. Let’s look at some common situations where you can confidently recommend a second pair—and which HOYA products are best suited for each one.
Smart Reasons to Recommend a Second Pair
Patients may be resistant to the idea that they need more than one pair of glasses for their daily life. But, as an ECP you should give them an opportunity to consider how multiple pairs can increase their comfort and convenience.
Sunlight/UV Protection
By asking a few questions about the patient’s lifestyle, you might discover how much time they spend outdoors and driving, or are otherwise impacted by bright UV light.
- Positioning solutions for UV exposure: Prescription sunwear or a light-sensitive pair such as the Sensity® line of lenses increases not only comfort, but also provides eyes and the delicate skin of the eyelids protection from harmful UV damage. Another benefit is the convenience of this one-pair solution: Whereas patients may have previously coped by using contact lenses combined with regular sunglasses, that solution is not ideal if, for example, they want to go swimming (in which case they shouldn’t wear contacts). Prescription sunglasses combine comfort and convenience for them. Photochromic lenses are a convenient solution for sun protection as they adapt to their environment by darkening in bright UV light. With the HOYA family of Sensity® lenses, they’ll experience faster fadeback, meaning they switch from tinted back to clear much quicker than the patient may realize.
- Positioning solutions for frequent drivers: Glare from the sunlight reflecting off of the driver’s windshield is a common complaint of drivers, so even if a patient has single vision lenses, they will significantly benefit from having a pair of prescription sunglasses or photochromic lenses like the HOYA family of Sensity® lenses.
Computer or Work Lenses
After asking about working habits and any uncomfortable symptoms patients are having, you will likely discover that patients need a pair of glasses for frequent screen use or may need a second specialized pair if they are suffering from digital eye strain.
- Positioning solutions for eye strain: Lenses like the iD WorkStyle® 3 are specifically designed for providing optimal vision comfort and productivity for those who spend a lot of time in an office or up-close environments.
Specific Task Glasses:
Certain hobbies like miniature painting, jewelry making, and embroidery would be easier with specific lenses so that the patient can complete them without straining their eyes.
- Positioning solutions for hobbyists: Task-specific glasses, such as those for crafting or intricate work, allow individuals to focus on small details with ease. These tailored glasses improve visual performance, reduce eye strain, and ensure the wearer has the best possible vision for every task at hand. Recommend lenses built for such purposes, such as a variant of the iD WorkStyle® 3, for the patient to get the most out of their sight.
Backup Glasses
Explain to your patients that they will likely need or want a pair of backup lenses for emergencies, such as if something happens that damages their frames and/or lenses. If they spend a significant amount of time in a location other than their home, like work or school, it is convenient to keep another pair of glasses on hand.
Selling the Second Pair: Before, During, and After the Appointment
One pair of glasses is good, but two is smart. This solution offers comfort, convenience, and better vision standards for your patients. As an ECP, positioning the second pair as part of a complete vision solution—not just an add-on—can elevate patient care and grow your practice. And this is most effective if built into each stage of the typical eye exam appointment; Before, during, and after. Here's how to weave the message into each step of the patient journey:
Before the appointment
If your practice already offers reminder phone calls, text messages, and/or emails, the idea of a second pair can be built into the messaging and enter into the patient’s mind before they even step foot into your office.
Promotional messaging can be as simple as letting the patient know that you’re thrilled to see them soon at their next appointment, as well as any active promotions for their second pair. This allows the patient the chance to consider potential use cases where they might need a second pair of glasses–even if that example is as simple as wanting a different style of glasses for fashion purposes, it plants the idea early. You could even add a note to the patient reminding them to bring both their current primary glasses and sunglasses for their next appointment to update their prescription.
During the appointment
As mentioned previously, it’s crucial for you and your team to ask lifestyle questions so that you can best determine how multiple pairs of lenses will fit into your patient’s daily routine. Once you find out how the patient uses their eyes each day, you will have a better sense of what a “primary” and “secondary” glasses would be for the patient–and it might not be what they’d anticipate! For example, a patient who spends most of their day in an office environment will likely benefit from using a pair of occupational lenses like the iD WorkStyle® 3 as their “primary” glasses. Once you determine this and position this pair effectively, it will be much easier to then position a more “standard” pair as their secondary lenses. Thus, learning to sell the “second” pair first helps to satisfy all of the needs of the patient.
After the appointment
Many practices think the sale is over when the patient leaves the practice. But there are still many opportunities to capture the second pair. The first is at the dispensing table, when the patient picks up their glasses, ECPs should reinforce the benefits of their first pair, but also call out what they are still missing (ie. sun protection, blue light coating) and offer the patient another opportunity to select a second pair.
Your practice can also send a thank-you card or email to all patients who purchased a pair of glasses, thanking them for their patronage and highlighting any promotions you may have for purchasing a second pair of glasses.
There are many ways your patients can benefit from a second pair, and in turn, many benefits for your practice to promote them. Talk to your HOYA Sales Consultant about second pair discount opportunities that you can use to increase your sales.
For more information on the importance of multiple pairs of glasses for your patients, check out this informative HOYA blog. Explore our full range of lens solutions designed to meet every lifestyle and need — start by visiting our Sensity® photochromic and Computer and Work Lenses product collections today.