Alright, opticians, let’s get real for a second & discuss optician selling tips. Selling eyewear isn’t just about slapping a pair of frames on someone’s face and calling it a day. It’s an art—a combination of psychology, fashion sense, and a dash of Jedi mind tricks. If you’re ready to ditch the “meh” sales strategies and level up to rockstar status, you’ve come to the right place.
In this article, we’re dropping the ultimate optician selling tips to help you sell more glasses, upgrade those lenses, and have patients walking out feeling like a million bucks (while you rake in the revenue). Let’s dive in and make sales magic happen.
The Power of the Perfect Fit
First things first—stop trying to sell frames that don’t match the patient’s style, face shape, or vibe. Nobody wants to look like an off-brand Harry Potter. Your job? Be a frame-matching wizard.
How to Nail the Perfect Fit
- Know Their Style: Is your patient trendy, professional, or all about that minimalist look? Ask questions and observe their current pair.
- Face Shape Science: Suggest frames that enhance their features. Round face? Go angular. Square face? Opt for softer curves.
- Comfort is King: Nobody’s buying glasses that pinch their nose or slide off their ears faster than a greased pig. Adjust those bad boys to perfection.
Don’t Sell—Solve Problems
Newsflash: People don’t buy glasses. They buy solutions. Maybe they want to see better at night. Maybe they’re tired of squinting at their laptops like they’re deciphering hieroglyphs. Find their pain points, and offer the perfect solution.
Pro Tip
When someone says, “I don’t think I need new glasses,” hit them with, “Do you feel like your vision’s as crisp as it could be? Let me show you something sharper.” BAM—problem solved.
Upsell Without Being “Salesy”
Upselling doesn’t mean pushing useless add-ons; it means enhancing the patient experience. Lenses that protect against blue light? Yes, please. Scratch-resistant coating for the clumsy ones? A must. Polarized sunglasses for outdoor enthusiasts? Obvious win.
How to Nail the Upsell
- Be Honest: Explain how each upgrade improves their daily life.
- Demonstrate Value: Use visual aids or let them try on different lens options to see the difference.
- Bundle it Up: Offer package deals on frames, lenses, and coatings. Everyone loves a “combo meal” for their eyes.
Membership Programs: The Secret Sauce
Here’s the deal—patients LOVE feeling like they’re part of an exclusive club. That’s where membership programs come in. With tools like BoomCloud™, you can create a subscription plan for your patients that includes annual checkups, discounts on eyewear, and other perks.
Why Membership Plans Work
- Recurring Revenue: Monthly payments keep your cash flow steady.
- Loyalty: Members are more likely to buy from you again (and again).
- Higher Spend: Membership patients spend up to 4x more than non-members.
Imagine this: A practice with 743 membership patients paying $35/month brings in $26,005/month in recurring revenue. That’s not just good—that’s next-level.
Hot Tip: Partner with a marketing agency & BoomCloud™ to scale your membership base!
Be the Expert They Trust
Nobody likes a pushy salesperson, but everyone loves an expert who has their best interests at heart. When you position yourself as the go-to eyewear guru, patients will listen to your recommendations like gospel.
How to Build Trust
- Educate, Don’t Push: Teach them about lens technology, frame materials, and why quality matters.
- Be Transparent: If a pair of budget frames won’t last, let them know. Trust is built on honesty.
- Stay Up-to-Date: Know the latest trends and tech so you can confidently guide patients to the best options.
Harness the Power of Reviews and Referrals
Patients are more likely to buy from someone who’s got glowing reviews and comes highly recommended. Make your current patients so happy they can’t help but spread the word.
Pro Tips for Reviews and Referrals
- Ask at the Right Time: After a successful fitting or when they’re loving their new frames.
- Make it Easy: Provide a QR code or a link to leave a review online.
- Offer Incentives: Discounts or gift cards for referrals can work wonders.
Use Digital Marketing to Your Advantage
Let’s face it—people are glued to their phones. If you’re not showing up online, you’re invisible. Build a strong digital presence to bring in new patients and keep current ones engaged.
Digital Marketing Musts
- Social Media: Share posts about your latest frames, patient success stories, and behind-the-scenes fun.
- SEO: Make sure your website ranks when people search “optician near me.”
- Email Marketing: Send newsletters with promotions, eye care tips, and exclusive offers.
Case Study: How Membership Plans Skyrocket Sales
Take Pioneer Valley Optical, for example. They used BoomCloud™ to launch a killer membership program, attracting 743 members who pay $35/month.
- Monthly Recurring Revenue (MRR): $26,005
- Annual Recurring Revenue (ARR): $312,060
- Patient Spend: Membership patients outspent others by 3x, choosing high-end frames, progressive lenses, and premium coatings.
The secret? They combined their membership program with top-notch customer service and a digital marketing strategy that made their practice THE place to buy eyewear.
Final Thoughts: Selling with Style
Selling isn’t sleazy when you do it right. By focusing on patient needs, enhancing their experience, and using tools like BoomCloud™ to build loyalty, you’ll turn your optical practice into a revenue-generating machine.
So, put these optician selling tips into action, and watch as your patients leave looking fabulous, feeling valued, and coming back for more. Because when you sell with confidence and care, everyone wins.
