Eye Own a Business Episode 58- Reducing Contact Lens Dropouts: Strategies for Success

In this episode, special guest Dr. Scott Moscow, Clinical Director at Roswell Eye Clinic, shares insights on preventing contact lens dropouts and reigniting interest in contact lenses among patients. The discussion covers the benefits of contact lenses for both patients and practices, methods to increase contact lens capture rates, and the importance of consistent staff training. The episode also explores how to address common patient complaints about contact lenses, the business impact of fitting more patients with contact lenses, and innovative strategies for effectively presenting contact lenses to patients.

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00:00 Intro
01:34 Discussing Contact Lens Dropouts
02:28 Impact of Low Capture Rate on Dropouts
03:40 Addressing Normalized Problems in Patients
04:06 Challenges with Online Contact Lens Sales
06:14 Introducing New Products and Technology
08:52 Emotional Bank Account in Patient Relationships
17:07 Free Contact Lens Demos and Their Impact
22:32 Re-engaging Skeptical Patients with Free Demos
25:19 The Value of Contact Lens Patients
27:09 Effective Communication and Presentation
28:45 Consistency in Patient Interaction
30:55 Psychological Strategies in Sales
36:56 Final Thoughts and Acknowledgements
39:15 Training Staff for Better Patient Engagement

Contact lenses
Capture rates
Contact lens patient
Contact lens dropout