Hot Topics! Mark Hinton / /

eYeFacilitate © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution Innovate and Adapt to Thrive!

Hot Topics! Proactive / Preemptive With V ision S avings P lans Simply make it ALL sound WONDERFUL! “John, you have one of the best vision savings plans and I’ll help you maximize your benefits!”

Vision Savings Plan? Make it sound wonderful!... For them, it is! “John, yours is one of the better vision plans because it doesn’t restrict or limit your choices like most plans do! Yours even contributes benefits for your sunglasses, too! I’ll maximize your savings for your best advantage; now, I’ll ask you some questions so I don’t miss anything that may be important for you…”

Don’t Answer Questions That Haven’t Been Asked! “Do you still want to keep...?” © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution The Wall of Pushback! “Did you want to get the...?”

You Don’t Convince Them… Hot Topics! They Convince Themselves!

© eYeFacilitate 2012 Confidential / NO Reproduction or Distribution Your Other Patient’s Opinions Matter A LOT to your patient in the chair, now! “I bought it because they all bought it and really liked it a lot!!!” The “Bandwagon” Effect! “Bob, our other patients have found..! ‘Make sense?”

Hot Topics! Salesy Vs Advocate

Words! Hot Topics!

Words Help Them Buy or Not Buy! Avoid ‘ Money ’ Words & Phrases: “You get up to… “It’s Premium… “You’re getting the best…” “Your allowance… “Your ‘Outta-Pocket’…” “With the Add-ons… “After your insurance your outta-pocket is… “It Covers…“It’s an Upgrade.. “Your Overage.. © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution

< 10%! Educate? …. How much? Recommend? …. Never! Tech Speak? …. Confusing!

6% - 8%... is ALL the can remember! Keep it simple and direct! Hot Topics!

“Not Our Policy” Hot Topics! What Can You Do?

How much do I get toward a frame? “You aren’t restricted!” … “Wow!

People Buy With their EMOTION & Justify With Logic! Hot Topics! Make it Logical & Emotional!

”Keep it Simple! I don’t like confusion or add-ons!” eYeFacilitate © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution Prescribe it! Fill it! Protect it! Preserve it!

A Smile, Seeds of Doubt, AND… a A Smile, Seeds of Doubt, AND… a Service Agreement! eYeFacilitate © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution “ Can I get a copy of my prescription… and my PD, too? ”

Educate With WHY!

People “Buy” with their Emotional Brain! Tell ‘em Why other patients choose to improve their odds & reduce their RISK! © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution

People “Buy” with their Emotional Brain! 1/3 of All Highway Accidents?... Blinding Glare! © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution

The Other Clear lens? “Bleached” Photoreceptors! When Should You Prescribe Transitions? “UN-Bleached” Photoreceptors! © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution After Photopsin Rhodopsin depletion >

“ No, because they won’t change behind the windshield…!” © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution “John, the reason people wouldn’t be without these lenses is because {Benefit, Benefit, Benefit ! ) Would you like those advantages, too!” Redirect away from why they won’t work… … to why people love them!

Tangible Takeaway! After they leave, they forget… Give them something to remember! Hot Topics!

The Wrongulator! Reduce Buyers Remorse! Focus On Their SAVINGS! “I’ll maximize your “Vision Plan” Benefits and Calculate YOUR Savings Now!” > “Kathy, as I shared with you when we started together, your Vision Plan is one of the best available and you saved more than you’ll contribute today!” > “You SAVED $404.00” © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution

Features / Benefits Hot Topics! “The reason other people love this is because…!”

Close! Hot Topics! “Would you like those advantages, also?” “Does that make sense, too?” … “Any questions come to mind?” {You may consider adding the previously underlined question for some people whom you feel may be skeptical!} “Does that make sense for you, too?”

Your Brand Story! Hot Topics!

CL Evaluation Fees! Hot Topics! Stop action and explain in the exam that you have finished the eye health exam and now you’ll begin the contact lens corneal health exam and evaluation!

On Time or Late? Hot Topics! Help Them... …Be On-Time! They’re more likely to keep their agreement when you lead them to “YES!” “Kathy, if for any reason you need to reschedule, will you call me right here at the office at least 48 hours in advance?

Pre-Test: 3 Questions! 1.Are you wearing your most current prescription in your glasses you’re wearing today? 2.Are you wearing your most current prescription in your sunglasses you’re wearing today? 3.Do you enjoy the benefit & comfort of a pair of reading, TV, desktop, or computer eyeglasses?

Why Hold Meetings? How are you gonna get it done? Hot Topics!

Staff/Team How you feel about who you are when you’re doing what you do makes a difference in how you act! Hot Topics!

Practice! How Does The Expert Become The Expert?

Try is a placeholder for inaction! “Do or do not... there is no try!”

Huddle Each Day! Meet Each Week! © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution Make the new habit the old habit!

We Like to SAVE! We Like a DEAL! Tell ‘em what they saved! © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution

The Subtractor! Reduce Buyers Remorse! Focus On Their SAVINGS! “ I’ll maximize your “Vision Savings Plan” benefits and calculate your savings now! ” > “You SAVED $404.00” © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution

Practice Handing Them Off! Hot Topics!

Who else in the family needs an exam, too? or may be eligible? Hot Topics! Fill The Book!

Bad Messaging & Signage! Hot Topics!

Kathy, in a month or 2 come on back and let me style you in an awesome red pair, too! Our ladies who have red frames love them… It’s like the perfect little black dress, only better! Hot Topics!

What Else? Hot Topics! Be Passionate! They’ll Notice!

eYeFacilitate… Thank You Prima! Designed For you and Your Team! Practice and Refine Every Week! Game on! Practice! Mark Hinton © eYeFacilitate 2012 Confidential / NO Reproduction or Distribution