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Best Practice: When a Patient is in Office (Using Lens Quote and Order Links)

The most effective way to increase contact lens sales is to use Lens Quotes and Order Links together.

 

Every time a patient is in your clinic for a contact lens exam, they should see a Lens Quote. Patients often assume online retailers are less expensive, but rebates and volume discounts can significantly change the price. A Lens Quote allows you to demonstrate the value of purchasing through your clinic before the patient leaves. 

An Order Link complements the Lens Quote by giving patients a convenient way to purchase online whenever they're ready.

Together, these tools remove the two biggest barriers to purchasing: price uncertainty and convenience.

Step 1: Create a Lens Quote

After the patient's exam:

  1. Open Lens Quote in Otto.
  2. Select the contact lens the patient was fit with.
  3. Apply the available rebates and volume discounts.
  4. Optional : Enable Show Competitor Pricing to display pricing from retailers such as Clearly (CA) or 1-800 Contacts (USA). Premium plan Only
  5. Click Generate Quote
  6. Review the quote with the patient while they're still in the clinic. You can display it on a tablet or print a copy for them to take home.

Talking to Your Patient - A simple conversation can make a significant impact.

For example when showing the Lens Quote:

We fit you in the [product] today. Pricing starts at $X per box and goes as low as $X thanks to the rebates that we have access to that the online competitors do not [and the discounts we offer when you buy larger supplies]

We’re proud to be able to offer this pricing [as the online competitor actually starts at $X per box]. It’s important that we offer the best price as a thank you for being a patient. Are you interested in buying today

Step 2: Send an Order Link

If the patient is leaving without buying, follow up with an order link. From the bottom of the Lens Quote:

  1. Click Send Order Link.

  2. Select the most fitting template, typically
    1. Walk-Out Follow-Up (leaving with finalized Rx)
    2. Trial Follow-Up (leaving with trials)
  3. Select and set "Schedule Date" if you would like the link to be sent at a future date
  4. Click "Send Now" or "Send Later" to complete the process.

Before the patient leaves, let them know you'll be sending the Order Link.

Setting this expectation significantly increases the likelihood they'll return to purchase through your clinic.

Leaving with an Rx:

I'm going to send you a link so you have everything that you need in case you are interested. We're really proud of our competitive pricing and how easy the system is to use so be sure to check that out! 

Leaving with Trials:

You're going to get a link from us on [DAY OF THE WEEK], if you are happy with the fit and vision of your trials, go ahead and place your order when that comes in. Otherwise, give us a call at that point and we will go from there!

Using Lens Quotes and Order Links together helps you:

  • Address the misconception that online retailers are always cheaper.
  • Provide patients with a fast and convenient online ordering experience.
  • Increase online reorders while strengthening patient loyalty.
  • Demonstrate the value of purchasing through your clinic.
  • Show patients how buying more typically lowers their overall cost.

Think of the two tools as serving different purposes:

  • Lens Quote = Pricing transparency and breaking down preconceived ideas about online being cheaper.
  • Order Link = Convenient 24/7 online ordering from their trusted provider.


Every contact lens patient should leave your clinic holding:

  • a Lens Quote & have an Order Link in their inbox—either immediately or scheduled for later.
  • or Contact Lens invoice

Using both tools together ensures patients understand the value of purchasing from your clinic while making it as easy as possible for them to place their order.