Material Choices
Choosing the right lens material starts with the prescription. Materials incorporate the benefits of lightness, thinness, UV and impact protection. Describe them well; create value, consider the patient’s budget and they will understand why most wearers now use high index materials other than plastic and glass.

 Never underestimate the importance of comfort in eyewear. It fuels the continued popularity of rimless and rimlon eyewear. Lighter, stronger frame materials and lighter lenses make eyeglasses more comfortable than anything worn before. In a Jobson survey of consumers (12 months ending 2005), consumers ranked lightness as the most important attribute of the eyewear that they purchased. Let’s look at what was important and use that to tickle each kind of customer and deliver the materials that are most meaningful to them.

Everyone prefers lightness. Always let the patient know how much lighter the new lenses are than their previous pair. For the 18-34 year olds, looks are just as important so be sure to describe thinness. Lastly, today, everyone considers the durability of his or her eyewear important. With new technologies and higher costs, they want to be reassured that their purchase will last. Therefore, use the following table to describe to patients the advantages of each of the lens materials so they understand the value of each and the reason that improved performance costs more.

Remember, increasing precision for the patient requires that you spend the right amount of time describing and asking the right questions to help choose the best material, design and treatment options. Knowing the attributes is critical; using these bullets to communicate them is essential.

Start with the best that the patient should consider and manage the package so that this pair of glasses is the most spectacular and most appreciated that they ever had. Treat them to your knowledge so they treat themselves to the best that they can afford.

Want to take the High Index IQ test? Go to www.thinandlite.com/p_index.html

 




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