Top Ten Selling Tips – Sunwear1. The sun is in season – every season. To phasise sun protection all year-round, dedicate a specific area in your store to sunwear and sun lens products.
2. When fitting patients for ophthalmic frames or contact lenses, make th aware of Rx sun options. Present Rx-friendly styles and phasise how easy it is to turn th into Rx sunglasses.
3. Cheap sunglasses are cheap for a reason. phasise cheap knock-offs sold on the street or in certain retail stores not only do not offer proper UV protection, but harm the eyes? and can fall apart easily.
4. For individuals on a budget, or those who simply are resistant to spending on a second pair of eyewear, provide alternatives such as photochromic lenses or clip-ons.
5. Get branded. Display sunglasses with handbags, scarves and other accessories from the same brand. For the perfect sunwear and eyewear wardrobe, display a sun frame with a coordinating ophthalmic style from the same collection.
6. Be a gossip girl (or guy). Stake out the celebrity fashion scene for a look at who’s wearing what and spread the gossip to celeb-obsessed customers.
7. Practice good sportsmanship with fellow sport enthusiasts. Recommend performance sport eyewear and appropriate lens tints for specific sports.
8. The kids are alright? as long as they have proper sun protection. Stress the cumulative effects of harmful UV rays on children’s eyes. Recommend photochromic lenses or clips to parents who are resistant to spending on a second pair for kids.
9. Brush up on your patient’s lifestyle preferences. Interview th on their daily and weekend activities and recommend appropriate sunwear and lens options.
10. Your practice may be reader-friendly? but are you outdoor reader-friendly? For patients who spend a lot of time outdoors, offer sun and sport readers for reading at the beach or keeping a scorecard on the golf course.
Top Ten Selling Tips – Sportwear
1. Expand your playing field. There is appropriate sport eyewear for everyone, no matter what age or athletic ability. Ask each customer about his or her active lifestyles or hobbies.
2. Not an athlete? Not a probl. Promote polarised lenses. Explain how they can make the road safer by eliminating a driver’s glare. Set up an in-store polarised donstrator to reinforce your points.
3. Different season, different gear. Display swim goggles in the Summer and ski goggles in the Winter. If a particular sport is popular in your area, stock the appropriate eyewear.
4. In some cases, school aged children are required to wear protective eyewear in place of regular frames while engaging in school-sanctioned sports. Research any rules for schools in your area and compile appropriate information for parents.
5. Lens tints come in a variety of colours, so be prepared to recommend shades for specific sports. For example, orange or yellow tints are good for games that require high levels of hand-eye coordination. Amber or red tints are better for activities that require less precision.
6. Let the pros do the talking. Mention sporting stars that wear specialised eyewear for their specific sport to enhance their own performance.
7. Take time to explain the extras, like anti-scratch, hydrophobic and oleophobic treatments, impact-resistant and anti-reflective, and anti-fog systs.
8. Switch it up. Interchangeable lenses let the customer get multiple uses out of the one frame.
9. One concern your customers may have is secure fit. Go over details such as adjustable nosepads and tples to reassure the patient that a frame will stay in place, even during extre action.
10. Sport eyewear can be a lasting investment – as long as it’s taken care of properly. Show your customers how to correctly clean and store their frames or goggles.
“You should be selling?” originally published August 15, 2012 in 20/20, a publication of Jobson Medical Information LLC.