Many spectacle wearers would like to be able to wear contact lenses at least some of the time. Warren G. McDonald, PhD., F.N.A.O., director of contact lens services at the Jacksonville Eye Clinic in North Carolina, says encouraging patients to try contacts on a part-time basis can serve as a valuable addendum to your revenue stream.

Likely candidates include athletes, former contact lens dropouts and social wearers—patients who would like to wear contacts only when they go out.

Proper presentation includes:

• in-office promotions, using point-of-sale purchase materials supplied by the manufacturer

• pricing below regular fitting fee levels to encourage additional purchases

• your enthusiastic recommendation.