Insights from Best Practices Webinar Series: Use Contact Lenses to Drive Revenue and Patient Retention

CooperVision presented the third in the Best Practices webinar series, "Best Practices to Get You Back to Practice" on June 4th at 8pm.  The topic for the third webinar was "Use Contact Lenses to Drive Revenue and Patient Retention". The webinar featured Best Practices honorees Roxanne Achong-Coan, OD, FAAO of Coan Eye Care and Jennifer Zolman, OD, FCOVD of Draisin Vision.  Additionally, CooperVision's Steve Diamanti, PhD shared insights on CooperVision's 1-day portfolio. Steve Rosinski, OD, Senior Manager of Professional & Academic Affairs for CooperVision, hosted and moderated the conversation.

Drs. Coan and Zolman also shared their top tips related to contact lenses as a revenue driver as practices reopen:

  1. Schedule intelligently.

    Give highest priority to those in greatest need to include those with appointments in March and April, medically necessary contact lens patients, myopia management patients, ortho-k, and incomplete CL fitting process. Contact lens patients overall add more revenue to the practice and return to the practice more regularly than patients who wear eyeglasses.

  2. Provide digital options.

    Raise awareness of ordering glasses and contact lenses from your practice online. Give subscription options for contact lenses and supplies, nutraceuticals and try on at home option for glasses.  This adds convenience and flexibility for all patients.

  3. Don’t make assumptions.

    Always ask your patients if they are interested in vision correction without glasses for all or some of their activities. Don’t assume that they are completely happy in glasses full time. Hobbies (such as sports) may be a place to suggest a 1 day contact lens in addition  to their yearly glasses purchase.

  4. Share technology advances.

    Have a conversation every year about the newest advances in contact lens technology. Discuss 1 day lenses if they are not currently using them. Company rebates are removing some of the financial concerns that some patients may have. If they decide not to convert this year, you’ve planted the seed for next year.

A pdf of these tips can be downloaded here:

Tune in June 8th at 8pm for the fourth webinar in the series, "Maximizing Revenue with Each Patient," featuring Drs. Brittany Carver and David Kading.

The full lineup of topics, dates and registration pages can be found HERE.

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