Overcoming objections

[iD]

You are correct they do still mandate 100 frames available that are covered, so I do have those. Luckily the frame reimbursements aren't SO low that you have to provide crap, you can get plenty of decent frames. Though frames I find it's easiest to interest customers in upgrading, because that's more the "want" than the "need" portion. Lenses have no stipulations on minimum or type of product provided.

just curious as to what frames you provide that are covered? I'm assuming everyone goes with Modern Optical. There are insurances that do cover everything those are rare but they are out there. Most likely its jobs from Safeway or WalGreens/CVS that cover alot.

[rosesformonsters]

We have nothing in the shop where I work that would be 100% covered by any insurance. Any time a customer tells me they only want what is covered by the insurance, I don't hesitate to tell them that their insurance will not fully cover anything.

There's no point in having them pick out frames, get fitted, write up an invoice, and waste their time and mine when I quote them a price they don't want to pay because they expected to pay nothing out of pocket.

[Elvis Is Alive]

just curious as to what frames you provide that are covered? I'm assuming everyone goes with Modern Optical. There are insurances that do cover everything those are rare but they are out there. Most likely its jobs from Safeway or WalGreens/CVS that cover alot.

Modern is a popular one. There are tons of cheap frame options out there. Previous employer used to carry lots of Europa product across 6 locations. We would get the Elements frame line for free with a large enough purchase of other frame lines. We use a local vendor here for budget packages, Visual Eyes Eyewear.

[iD]

We have nothing in the shop where I work that would be 100% covered by any insurance. Any time a customer tells me they only want what is covered by the insurance, I don't hesitate to tell them that their insurance will not fully cover anything.

There's no point in having them pick out frames, get fitted, write up an invoice, and waste their time and mine when I quote them a price they don't want to pay because they expected to pay nothing out of pocket.

some offices I worked for would prefer you don't tell them insurance details (frame allowances) or frame prices upfront and then when you go over lens options and give them the total balance the patient starts taking things off or switch out frame. who buys stuff without knowing prices (I'm assuming billionaires but none of us are fitting those clients)? It just creates extra work and you waste your time.

[KrystleClear]

Don't argue and don't show any negative emotion. I do still offer and explain what each lens feature, like AR, does and why I recommend it. With Transitions, I do make sure to let people know they have improved them a lot especially with the new Gen S and they change faster now, and come in a wider variety of colors. I try not to be pushy. If they say no, I move on. Sometimes people just cannot afford to spend more on their eyeglasses and that's okay. They will appreciate a friendly helpful optician nonetheless. I have had a lot of patients tell me they felt swindled and taken advantage of at other opticals and that the optician was too pushy. It drives people to go online. Educate them and show them the value of the lens options and if they say no still, then that's all you can do. Glasses are something you wear all the time and lenses can improve quality of life when the investment is made.

And phrasing goes a long way. I don't take insurance anymore, but when I did, I would say "Your insurance contributes X amount towards your frames, etc" I tried to avoid saying your insurance "covers" anything.

And like others said, if they want bare minimum, show them budget frames and use stock lenses so you can still have some profit margin.

[DanLiv]

just curious as to what frames you provide that are covered? I'm assuming everyone goes with Modern Optical.

I surely could do well on the insurance plans with Modern, but I will not send that stuff into the world. I like SD Eyes very much and use them for the entirety of my entry level tier frames.

[Brea]

just curious as to what frames you provide that are covered? I'm assuming everyone goes with Modern Optical. There are insurances that do cover everything those are rare but they are out there. Most likely its jobs from Safeway or WalGreens/CVS that cover alot.

Our office likes to use Pecaa, they have great training available, and their line of InD and iCatching frames are pretty much all profit for us! Most major insurance carriers have a frame benefit to fit at least one of their lines.