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    How to increase your optical capture rate


    This replaces ordinary ways to begin the selection process that often sound like the following:

    “Are you changing your frame today?”

    “You want one like your old one?”

    “Do you want me to pick one out for you or do you want to look with me?”

    “Do you like plastic or metal?”

    If any of the above sound like your office, just ask for the change you want.

    Please keep in mind that this consultive approach to optical sales requires practice and buy-in: buy-in from the clinic technicians and/or opticians, as well as the doctors. Take it one step at a time and you’ll watch your capture rate improve and your average optical ticket rise.

    Donna Suter
    Donna Suter is president of Suter Consulting Group.

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