More Than Twelve Sales Techniques That Will Make You Influential Among Other Eye Care Professionals
Trust and Loyalty are the main reasons customers chose to visit your practice among others and recommend it by writing excellent reviews and talking about the exceptional experience he gets every time he visits you. Sales is a key player in building trust and loyalty between the practice and the patient. The following are more than twenty sales techniques and tips to make you and your practice more trusted and bring more loyal patients and customers:
Avoid providing the highest price right from the beginning, discuss options without being cumbersome, and once you know exactly what best suits the customer recommend the right and the best product to them.
Use a positive approach to selling that consists of addressing your patients and persuading them to buy when they are highly appreciative of a service you’ve just provided. Like adjusting their frame for example. Rather than asking them if they want to buy sunglasses ask them how they feel when they know they can not just protect their eyes from the sun but they can prevent many eye diseases from happening by simply wearing sunglasses.
Focus on customer service and bringing excellent experiences. It is easier persuading existing and recurring patients to buy more than to acquire new ones.
Embrace technology in your practice and employ every tool to make product demos and simulations that help convey certain messages and bring about great experiences. Virtual try-on technology is one of the most trendy ways to help patients virtually try eyeglasses, sunglasses, and cosmetic lenses.
Promote personal autonomy among your staff and salespeople. Your salespeople need to be intrinsically motivated to generate more sales while feeling comfortable progressing in their careers.
Sometimes employing a product-centric approach to marketing, especially when selling to baby boomers. A product-centric approach is all about promotions, discounts, referral programs, etc. This approach works most with baby boomers and specific products.
Tracking your sales performance might be one of the best ways to reach your optical sales potential by monitoring sales, collecting and gaining insights, and constantly improving upon results.
Sales begin with what the doctor recommends inside the testing room. Many doctors accompany the patient to the optical showroom to give their recommendations and opinion on selecting the right frame.
Train staff to effectively use time management and optimize downtime in order to create more time to sell the biggest number of patients possible.
Accept walk-in appointments and same-day test and frame mounting service. Opening on weekends and for extended hours in the evening.
Use social media to keep your brand alive and growing. Communicate with your audience through various social media platforms: Facebook, Twitter, Instagram, WhatsApp, Telegram, LinkedIn, TikTok, Tumblr, etc.
Improve your showroom lighting and mirrors, and suggest that your patients try eyeglasses before getting dilated in order to see all the details in every frame they try.
Understand your customer’s needs and the purpose of their visit and Introduce unconsidered needs. Never forget to offer solutions to the customer and not just a value-added product that is need’s based.
Avoid one size fits all solutions and always be ready to sell the customer multiple pieces of equipment and pairs of eyeglasses.
Always include a call-for-action after each offer you provide or product you present.