It’s Easy But Almost Nobody Does It
When it comes to eyewear, most people think they know what they want. But even if you do, how will you be sure you’ll get it?
I took my car to an auto shop and asked the manager for an alignment. He surprised me by asking what I really wanted (I wanted the steering wheel to stop shaking). It turns out I did need an alignment. But if I had needed a tire rotation, I could have gotten what I asked for (an alignment) but not what I really wanted (a smooth ride).
This concept applies to eyewear too. I once saw a patient who told me she wanted to work in her garden comfortably all day. Her light sensitivity was a challenge – the sun usually drove her indoors for most of the day.
She got what she wanted. And, she did it by doing what almost no one else does.
She simply told me what she wanted. Based on our conversation, I prescribed glare free, polarized sunglasses that solved her problem. The next time she saw me, she was ecstatic. She said her sunwear changed her life!
Ask for Benefits and Not Features
When I brought my car to the shop, I could have asked for a tire rotation and still wound up with a shaky car.
My patient could have asked for standard tinted lenses and still had light sensitivity.
In my last post I showed how you could ask for one thing (light weight lenses) and get the opposite of what you wanted (heavy glasses).
The trick to getting what you really want is this: Ask for benefits and not features. Many eye care professionals are trained to explain benefits and not features. It’s easier for you to understand benefits (clear vision) than features (dual surfaced free form lenses).
You have a better chance of getting what you want when you ask for benefits and not features. Here are some examples:
- If you ask for light weight lenses you may get them. But will you get the lightest? And what if your frame is heavy? Instead, ask for the lightest pair of glasses possible.
- If you ask for the glare free coating you saw on TV you may get it. But is it the best for you? Instead say, “I want to see as clearly as I can when I drive at night.” Your optician will fit a high definition, glare free lens.
- If you ask for progressive lenses for computer use, you may get them. But what about computer glasses? My patients who have specialty glasses love them. Instead say, “I want to see my computer clearly and comfortably so I can stay productive.” Your eye doctor may prescribe high definition computer lenses with blue light protection.
- If you ask for tinted sunglasses you’ll get them. But standard tints don’t eliminate glare. Instead, say that you want your eyes to be comfortable outdoors all day. Your optician should help you choose a wrap-around frame with light weight, polarized, glare free, or even mirrored lenses.
These are just a few examples of how asking for features is risky. Instead, think about what you really want as you live your visual lifestyle. Once you know, you’ll be able to ask for benefits and get what you really want.