Growing the Multifocal Practice Part 2

There are several ways to boost the number of patients with presbyopia who wear soft multifocal lenses in your practice. The first and most important way is for the doctor to recommend, or at least offer soft multifocals as an option to all patients with presbyopia who may be suitable candidates. Here are some more tips to help you grow your multifocal practice

  • Realize That Patients Rely On Your Opinion: Patients need to know all of their vision correction options when it comes to presbyopia. In a recent European survey, patients were asked why they chose the contact lenses that they were wearing. The number one reason by far why they wore the lenses that they wore (61% - the next closest response was 20%) was because of ‘the recommendation of the doctor.’ In a study in Denmark last year entitled “Sight over Forty,” most patients with presbyopia said that they were unaware that soft multifocal contacts even existed as an option and that 50% of them were interested in trying them if their doctors had suggested them.
  • Train Your Staff: Another important factor is to train your staff to be knowledgeable about presbyopia and soft multifocal lenses. There are opportunities for trained staff to discuss presbyopia and the options to correct it when patients call the office, at the reception desk upon entering the office, during pre-testing, and in the dispensary. Staff should have enough of an understanding to be able to guide patients to ask the doctor if they may be a suitable candidate for soft multifocal lenses. It is helpful if any of your staff members with presbyopia wears soft multifocal lenses in the office. They can discuss their own experience with soft multifocal contact lenses with patients.
  • Learn About New Product Offerings: There is a new multifocal contact lens option that should help you build out your multifocal practice even further. Proclear 1 day multifocal contact lenses can appeal to a broad group of patients with presbyopia. One day disposables are certainly the most convenient and healthiest contact lens option.
  • Identify Ideal Multifocal Candidates: Whether its emerging presbyopes who prefer the one day modality, patients who would like to wear contact lenses occasionally or even patients interested in switching over to multifocal contact lenses from monovision, there are a variety of patients that you can fit with multifocal contact lenses. All of your single vision one day patients who now have presbyopia and current patients with presbyopia who are wearing one day lenses as monovision are ideal candidates. Many current soft multifocal wearers in a two week or monthly modality may be interested in wearing a daily disposable now that a viable option is available.

The key is to be proactive. Informing and educating your patients with presbyopia about soft multifocal lenses and making a recommendation that will benefit them will result in a definite increase in the number of patients wearing these lenses.

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