Eighty-four percent of consumers say a vision plan is very or somewhat important to them, according to Jobson Research’s 2010 Consumer Perceptions of Managed Vision Care. Sixty-five percent said they feel highly or somewhat knowledgeable about vision plans. Fifty percent of respondents said they are covered by some type of managed vision care or vision insurance plan and 10 percent of respondents said they participate in a flexible spending account.
Seventy percent of the dollars through the front door in the typical eyecare practice come from third parties. Because that is such a high percentage, it is important to manage these third party patients positively. Knowing that 84 percent of them value their vision plan makes it very important to not fall into the trap of denigrating the third party plan. It’s too easy to say with a furrowed brow, “Oh, I’m sorry to see you have Acme insurance. They don’t cover very much.” Instead, say, “It’s great to see that you have Acme insurance. They cover the basic frame and lens cost which enables you to get the complete care you need.” Always keep your discussions with patients positive.
