5 Tips for Selling Sunglasses

When it comes to selling eyewear, knowledge reigns as king. Whether it is a first-time buyer or repeat prescription glasses customer, one thing is sure, there are many variables that go into helping your customer select the perfect pair. Being able to guide clients in the right direction during their buying experience builds trust and makes you a valuable resource to the consumer. 

1. Urge your client to try on the products. Sunglasses come in a variety of shapes and shades. Styles and colors look different on every person, explain the differences in lenses and which frames are most flattering for their face shape. Help them understand how lens tints will enhance colors and contrast to improve clarity and detail. 
2. Educate your customer on the value of buying quality glasses. Can they buy lower-end glasses? Sure, but why would you want them to? Technology continues to advance, and chances are their current eyewear is outdated. You can offer your customer contemporary eyewear with enhanced visual clarity, impact protection and comprehensive UV protection.  
3. Explain the benefits of UV protection. The sun is always out, even when it’s hidden by clouds. If your client’s sunglasses lack UV protection, they risk potential damage to the eyelids, cornea, lens and other parts of the eye. Inadequate protection makes them susceptible to the harmful effects of the sun, such as cataracts, cancer and other optical issues.  
4. Show them the benefits of polarized lenses. Have your client try them on and experience the difference. Have fun with it by taking them outside. Nature always looks more vivid and detailed with polarized lenses. Inform your clients that polarized lenses reduce the amount of reflective light that enters the eye, reducing glare and while vastly improving visual clarity and comfort.  
5. Offer up your knowledge. You have the experience your customers do not possess. Most first-time prescription sunglass buyers have no clue where to begin, that’s where you come in. Share your favorite brands, their features and why they’re your favorites. Remind them of the value and long-term benefits that only high-quality glasses can truly offer. 

As an optical retailer, one of your biggest challenges is competing with the ever-evolving online retailer. However, you have the advantage of interacting with clients during their eye examination. Displaying your vast knowledge about eyewear, advantages of being fitted for glasses in store and what frame shapes work best for your client, are all ways to keep clients in the optical center after the examination. This exchange promotes connection, which is the opposite of the depersonalized experience found when shopping online. Personal connections can lead to repeat customers or even better, the possibility for your optical center becoming the go-to for your customer’s future inquiries and eyewear purchases.