LENS COMMUNICATIONS
Sun Lens
CHECKLIST
BY KARLEN MCLEAN
Having a routine that includes a checklist of questions to ask clients about selecting sun lenses can help your practice maintain a confident, friendly, and educational approach to every person who needs eyewear and sunwear.
Here are some productive questions for all stages of the client interaction, and an additional set to help you and suppliers communicate in a meaningful way.
Initial Qs
The client may admit to not having sunglasses. This leads to the conversation about why they should. Don’t press or preach; just briefly explain the importance of having sunwear: UV protection, reduced glare, better outdoor performance, and visual comfort.
He or she may have sunglasses, which you can assess and comment on, leading the conversation to when and why they are worn as well as running through likes and dislikes about the current pair. Briefly explain new improvements to sun lenses and how you can make their next sunglass choices even better.
The client may work mostly outdoors, or they may work indoors but still spend time outside shopping, playing with kids, gardening, and doing yard work.
What to Ask Suppliers
READ UP ON SUN LENS INFORMATION AND CONTACT YOUR LENS SUPPLIERS TO GET ANSWERS TO THESE KEY QUESTIONS:
1 What are your current sun lens testing results? The supplied information should include factors like lens/model names, testing methodology and results, efficiency ratings (such as prismatic deviation), impact-resistance ratings, UV protective ratings, and more.
2 What are your products, programs, and production methods and results for wrap-style frames? Knowing Rx limits and other wrap parameters helps you select proper product for your business and discuss appropriate products for client’s needs.
3 Can I get the white papers on your sun lenses? Even if you’re not a lens geek, white papers can yield need-to-know info. Much of what’s been mentioned here will be included in the white papers plus other facts and features of the design, as well as other key information that will aid in your decision process.
4 What are the lens warranties? Are warranties across the board or do they vary with different products? You need to know so that you can set your warranty policies to be congruent with the companies’.
5 What sun lens programs do you offer? Several manufacturers and labs have comprehensive programs that specifically cover the sun lens category. This can include a variety of lens designs and styles, education and training tools, and reward programs.
6 What are typical processing turnaround times for the varied materials, Rx powers, and lens designs? What is the best way to place an order? Sun lens processing may differ from everyday lens times. Once you know what’s possible, you can give your clients a realistic delivery timeframe.
7 How do I contact customer service to check on order status, for help or advice, or to get other information I may need? Make sure you’ll receive real-time customer service when you need it instead of an automated, delayed response.
8 What are sun lens price ranges and how are they broken down? Will you supply a price sheet? Consider all pricing—lenses plus processing—when figuring your own price list and quoting prices to clients.
While outdoor sports are obvious, you may have to dig deeper to discover not-so-obvious outdoor activities. Vacations to the tropics or mountains, for example.
Driving kids to school or to/from work in glaring sunrises or sunsets are stand-out answers, but there may be others like driving to lunch at noon through the city (glare off of buildings) or frequently driving alongside water.
Selection Qs
They may be taking photosensitizing medication like oral contraceptives, diabetic drugs, or antihistamines, or they may have or are developing sensitivity to sunlight.
They may also have “light” outdoor activities, like reading outside, shopping, or even going in-and-out for lunch daily or walking to their car in reflected snow or intense sun (where they’d also need sun lenses for driving).
Then immediately show how these lenses function by using demo units. Another way to demonstrate this is by using your own sunwear, and even walking outside with demo lenses to show function in reality. Also mention impact resistance, UV protection, scratch protection, and other sun lens performance features and benefits. Affirm how these features are inherent in the lenses and are part of the overall benefits in addition to superior vision they provide outdoors.
Final Qs
Review the final sunwear selections, and then follow up with two important questions:
| 1
Impact-resistant lens materials (standard to high-impact) |
2
Polarized |
3
Photochromic |
4
Polarized photochromic |
5
Standard tint |
| 6
Gradient tint |
7
Tint color options for all activities and environments |
|
8
Tint density options for light, medium, and bright sun conditions |
9
Anti-reflective (front, back, or both sides) |
| 10
Anti-fog |
11
UV protective, scratch-resistant, hydrophobic, and other lens treatment features |
12
Mirrors (full or gradient) |
13
Wraps, shields, and goggles |
14
Blue light protective, and other specialized sun lens options |
![]({"src":"/media/tk2g5zl5/12015.jpg","focalPoint":null,"crops":[{"alias":"thumbnail","width":1110,"height":700,"coordinates":null}]})