How to Sell Glasses in 2025 (Without Feeling Like a Pushy Sales Rep): The Membership-Driven Optical Sales Blueprint

August 04, 2025
Topics: Vision
Written by: Ally Comstock

Wanna Know the Secret to Selling More Glasses? Stop Selling Glasses.

Yep, I said it. If you’re still trying to “sell glasses,” you’re playing the wrong game.

Your competition isn’t the practice down the street — it’s Amazon, Warby Parker, and the click-happy customers who can order specs at midnight in their jammies.

So here’s the deal:

To win, you need to stop selling products and start selling value, experience, and loyalty.

And I’m going to show you exactly how to sell glasses in a way that makes you more revenue, more often — using a strategy built on:

  • Recurring revenue

  • Smart bundling

  • Human psychology

  • And the magic of BoomCloud™

Let’s get into it.


How One Practice Sold 2.5X More Glasses Without Adding New Patients

Dr. Troy Williams was stuck.
His optical had beautiful designer frames… but only a trickle of sales.

He’d hear the same thing:

“I’ll just take my Rx, thanks.”

Sound familiar?

Then he created the VisionPerks Membership Program:

  • $39/month

  • 2 exams/year

  • $150 annual frame credit

  • 25% off lens upgrades

  • Free blue light filter for second pair

He positioned it as a “Smart Eyewear Plan” instead of insurance.

In 90 days:

  • 356 patients joined

  • $13,884 in Monthly Recurring Revenue (MRR)

  • Annual Recurring Revenue (ARR): $166,608

  • Optical sales up 2.5X

  • Second-pair purchases skyrocketed

Now that’s how you sell glasses.


Glasses Are Emotional — So Stop Selling Like a Robot

People don’t buy eyewear because they need 20/20 vision.

They buy because:

  • They want to look

  • They want to feel smart for saving money

  • They want to trust someone who actually gives a damn about their eyes

Selling glasses isn’t about the frame.

It’s about helping people make a great choice — then making it easy to say “yes.”

And when you wrap that into a membership plan that delivers perks, style, and VIP vibes? Boom — you just created loyalty-based revenue.


Here’s How to Sell Glasses Without Feeling Salesy (and Still Make Bank)

STEP 1: Build a Membership Plan That Incentivizes Eyewear Sales

Use BoomCloud™ to create a plan that your patients can’t resist.

Example: Style & Sight Club

  • $39/month

  • 2 exams/year

  • $150 frame credit

  • 30% off second pair

  • Free lens cleaner kits quarterly

  • 10% off dry eye services (extra value!)

BoomCloud™ tracks all perks, handles payments, sends automated reminders, and gives you MRR + ARR dashboards.

Now you’re selling glasses without ever “pitching.”


STEP 2: Sell the Membership, Not the Frame

Don’t just push the price of the frame.

Say:

“Most of our patients join the Style & Sight Club — it gets you a $150 frame credit today, plus discounts on lenses and future pairs.”

Now it’s not about if they’ll buy glasses. It’s about how much value they want.

This mindset:

  • Increases average order size

  • Reduces price objections

  • Boosts recurring revenue

  • Builds long-term retention


STEP 3: Train Your Staff to Be Style Guides, Not Salespeople

Your opticians aren’t pushing products — they’re curators of confidence.

Use language like:

  • “This style brings out your eyes.”

  • “As a member, you get free blue light filters — want to add those today?”

  • “You’ve already got your frame credit — let’s help you maximize it.”

Pro Tip: Add scripts + roleplay using real objections. Train them to handle price shoppers like pros.


STEP 4: Offer Online Shopping With In-Store Perks

Hybrid is the new normal.

Create a mini eCommerce store and link it to your membership program. Offer:

  • Virtual try-on

  • Free shipping for members

  • Home try-on kits

  • In-store frame fittings with stylist appointments

BoomCloud™ makes it seamless to offer exclusive member pricing online AND in the office.


WHY MEMBERSHIP PATIENTS BUY MORE GLASSES — EVERY TIME

Let’s run some numbers:

Patient Type Avg. Glasses Spend Second Pair Rate Annual Value
Non-Member $180–$250 12% ~$200
Membership Patient $450–$850 47% $600–$950

Now multiply that by 400–500 patients a year…

That’s the difference between “just covering costs” and crushing your optical goals.


The Boutique Optical That Hit $225K ARR in Under a Year

Dr. Karen Leone runs a sleek one-lane practice in Seattle.

She launched a membership plan — $45/month — that included:

  • $175 annual frame credit

  • 25% off second pair

  • Free lens care kits

  • Invitations to quarterly styling events

  • Exclusive online offers

With BoomCloud™, she automated billing, email reminders, and upsells.

Result:

  • 417 members

  • $18,765 MRR

  • $225,180 ARR

  • Optical sales doubled

  • Retention rate jumped to 73%

She now refers to her optical as “Netflix with better returns.”


FUN + PROFITABLE TACTICS TO SELL MORE GLASSES

“Second Pair Weekend”

  • Members get 40% off second pair

  • Drive urgency

  • Add gift bags with accessories

“Glasses Subscription Box”

  • New frame every year

  • Lens upgrade every 6 months

  • Surprise styling accessory

“Care Club” for Accessories

  • Lens cleaner bundles

  • Cloths + hard case upgrades

  • Ships quarterly to members

“Frame Fitting Party”

  • Partner with local stylist

  • Serve drinks + do fittings

  • Members shop early access lines

Referral Bonuses

  • Member brings a friend = $25 credit each

  • Easy to track via BoomCloud™


IF YOU WANT TO SELL MORE GLASSES, STOP BEING BASIC

  • ❌ Don’t just “show frames” and hope

  • ✅ Build a membership program around value and perks

  • Use BoomCloud™ to automate and track your recurring revenue

  • Focus on style, benefits, confidence — not just price

  • Use data (MRR, ARR, second pair rate) to scale like a boss


Glasses Aren’t a Commodity — But You Need to Sell Like They Are

If you want to learn how to sell glasses in a way that builds loyalty, predictability, and profitability

Then here’s your power move:

Sell a lifestyle.
Sell an experience.
Sell a membership.

Let BoomCloud™ be the engine that powers it.

Ready to turn every frame into a financial win? Head to BoomCloudApps.com and build your optical on recurring revenue, style, and damn good service.

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Jordon Comstock

Author Bio

Jordon Comstock is the Founder & CEO of BoomCloud™, a software that allows practice, clinic & spa owners to build, manage and scale a membership program. This helps practice & clinic owners to create recurring revenue & improve loyalty via membership programs. Jordon is passionate about Music, Hawaii, Healthcare businesses like: dentistry, optometry, med spas and massage spas. Schedule a demo of BoomCloud™ and learn how membership programs can improve your business. Here are more dental books to improve your practice

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