The Top Mistake Killing Your Second Pair Sales (It's Not Price)

Welcome back to I Own a Business.

Let's talk about those second pair sales.

You're thinking, I'm having trouble with the first pair.

I get it.

I completely get it.

But hang in there with me because the things we're going to talk about today apply to first pair sales as well.

But let's focus on that second pair.

The prescription sunglasses, the computer glasses, the backup pair, all of it.

Here's what I need to say up front before we get started.

This is not going to be an episode about how to sell more stuff, if that's what you're expecting.

I think you'll find that it's actually the opposite because we're going to talk about the practices that do this well.

And the thing is, the practices that do this well aren't necessarily better at selling...

They're actually better at something that's much simpler, but also much harder.

They're better at staying curious about the patient in front of them.

And they start that curiosity way earlier than the rest of the practices that struggle on the optical side.

So today, we're going to talk about why the product first approach doesn't work.

What a real structured handoff between doctor and optician actually sounds like why decision fatigue kills more second pair sales than price.

And we're gonna talk about a few behavioral principles.

borrowed from outside of optometry that can help you without ever feeling like a sales pitch.

So let's get started here.