Remember, price is what you pay, value is what you get! Your patients don’t know what is special about their purchase and what the benefits are to them. Every vision insurance plan varies. It is important to review the benefit with your patients (after making a full recommendation) and position any benefit provided as a discount off the overall cost of their lenses.
What you can say: “I encourage you to think about the value of the lenses. Considering that you will be wearing them every day, and the added protection and comfort they provide, I think they’re worth it. It’s great that you have a vision plan that is going to serve as a discount towards the lenses. With your specific vision insurance plan, __% of your Transitions® lenses will be covered. Keep in mind that you may also have some flex dollars that you can put toward the purchase. My priority is to help you find the best solution for your health and visual comfort – and I believe this includes Transitions lenses for you.”