HANDS ON - Lens Tips
7 Savvy UV Tips
by Karlen McLean, ABOC, NCLC

When it comes to discussing the dangers of ultra violet radiation (UVR) with patients, it's easy to get carried away.

But your time and your patients' time is valuable, and patients who feel like it is being wasted will go elsewhere in the future. Keep the UV message short and simple by focusing on what that you would want to know if you were on the other side of the dispensing table.

	Educate patients about the dangers of UV to care for their vision--and your business

While some patients want embellishment, most only want to know how UV affects their eyes, and what can they do about it.

These seven UV tips focus on giving patients just enough to make them informed, and keep them coming back.

1. WORKING THE WAITING ROOM

Feature brochures and other print materials on UV and eyes. Keep materials tidy and up-to-date by checking with your suppliers--manufacturers, labs, and professional organizations--for new materials on a regular basis.

Displays should be modern and clean. Using pre-exam messages on UV can pique patient interest enough to ask about UV during their exam.

2. CHAIR CHATS

When a doctor recommends UV protection, patients not only listen, they respond by being receptive to purchasing UV protective products.

Consider using the following steps to let patients know what UV is and to get the dialog started while the patient is still in the chair.

• Discuss UV's contribution to age-related changes in the eye and serious eye diseases, including cataracts and macular degeneration.
• Note that UV is around us every day. It's reflected off surfaces and is present even on cloudy days. Mention that no one escapes UV exposure, except by wearing protective eyewear.
• Then recommend 100 percent UV protective eyewear, contact lenses, and sunwear.

3. WINNING HAND-OFFS

Walk with the patient to the dispensary, and bring the patient to the optician. Start with an introduction and telling the optician that you and the patient have just discussed the importance of UV protection.

Then ask the optician to show the patient lenses that will help protect him or her from UVR.

4. KEEP TO THE POINT

Focus on Rx, frame selection, lens selection, fitting, and measurements, but keep the message wrapped around UV protection. Always bring it back to UV by pointing out how UV protective lenses will shield the eyes and skin from the harmful effects of UVR.

Emphasize that the lenses you're recommending have 100 percent UV protection along with other attributes such as PAL, AR, photochromic, and polarized lenses.

Affirm that the UV protection will not "wear off" of the lenses and will be effective throughout the life of the lens.

5. COMPARE TO SUNBLOCK

Most adults and children understand the need to apply sunscreen spray or lotion with adequate SPF to protect their skin from the harmful effects of sun exposure.

Simple sentences like, "UV protection in your eyewear is sunscreen for your eyes" can be effective phrases to communicate the UV message.

6. CONSIDER PRESCRIPTIONS

Ask your patients on the welcome questionnaire what drugs they're currently taking, including over-the-counter medications. Many medications can increase sensitivity to light and UV exposure.

Also ask if they've previously had any eye surgery. The simple question, "Does glare bother you?" can easily start a solution-based conversation about UV.

7. NOTE DETAILS

In addition to UV protective lenses, recommend eyewear that hugs the curve of the face, and adjust any frame for better face form prior to fitting the lenses.