New research from the Contact Lens Institute just dropped, examining search trends in the U.S. and Canada. Results overwhelmingly confirm what you probably suspected — that price drives purchasing decisions. Interestingly, though, people are also looking for information on how to remove their lenses and exploring glasses/contacts comparisons.
Stan Rogaski, CLI’s executive director, points out that these findings are “a window into what [patients] are thinking yet may not be telling their eye doctors, opticians, and staff.”
Eye care provider considerations from CLI on purchase-specific inquiries:
“Patients may be using their phones in the exam lane to search for contact lens purchase options. Consider ways to proactively discuss possibilities ahead of and during patients’ exams, including price-performance alternatives and total cost.”
“Don’t assume patients understand how they can easily purchase contact lenses through you or others, including rebates, payment plans, personal service, convenient delivery or pick-up, and additional benefits of working with your practice.”
Since people are also searching for help and answers, it means you’d be well served by addressing the following topics at your practice:
People search for help removing their lenses at least twice as often as help with insertion.
At the very least, this suggests that some patients are leaving the exam room without adequate mastery of this skill. That may be especially true for first-time wearers, dry eye patients whose lenses adhere more tightly than expected, or scleral or hybrid lens wearers who need specific removal techniques.
What you can do
- Spend more time on removal techniques during in-office I&R training.
- Send patients home with additional resources like a little practice-branded video or guide (accessible via QR code). It could make all the difference!
- Specifically ask about removal challenges during post-fit check-ins, and reinforce removal techniques at every follow-up. Patients may need to try it multiple times before they feel comfortable.
- For anyone struggling with dryness-related removal issues, you might recommend lubricating drops or alternative lens materials.
The CLI report also focused on unfulfilled dual wear opportunities based on searches for glasses and/or contacts or glasses vs. contacts.
Many people see contacts as an all-or-nothing choice and don’t realize that daily lenses are great for part-time wearers. But most won’t ask about them unless you bring it up!
What you can do
- Develop processes to prompt dual wear conversations during exams.
- For your patients who are exclusively in glasses, you might simply bring up the idea: “Would you be interested in a daily option for travel, sports, or weekends?” A question like this can open the door.
- Let patients experience the difference with a sample. If they try dailies once, they’re more likely to incorporate them into their routine.
- Normalize the idea of multiple lens types, a hybrid approach. People don’t realize you can mix and match — make that education part of the conversation.
Further recommended resources:
See highlights and infographics from the CLI report.
You can also watch the video of CLI’s VEE 2025 presentation on this topic. It’s less than 20 minutes, and could be good for individual or group staff training.
