Recommending prescription sunglasses

Here, dispensing optician James Dawson shares his five steps to making an effective recommendation.

1 Start the conversation naturally

When a patient is choosing new everyday spectacles, we should see this as the ideal time to discuss their sunglasses.

We often treat sunglasses as an optional extra, when we should position them as an important part of their visual needs. Conducting a full consultation addressing all their needs at the beginning makes it less awkward than trying sell it as an extra later. Ask simple lifestyle questions: do they drive, do they do outdoors activities, do they walk the dog, do they play golf, do they enjoy holidays abroad, or have allergies? These questions help patients recognise how often they are exposed to bright sunlight, glare and the environment.

By linking sunglasses directly to their everyday activities, the recommendation becomes relevant and personalised rather than sales driven. Patients are often surprised by how much they rely on their vision outdoors, making this the perfect opportunity to introduce the benefits of prescription sunwear.

2 Explain the visual benefits

Many patients assume that what we recommend in their everyday glasses will provide everything they need.

Unless we have recommended photochromic, discussing sunglasses is often overlooked. Explaining that prescription sunglasses offer the same clear vision they enjoy in their everyday spectacles while also protecting against sunlight and glare opens new conversations. Highlighting practical benefits like improved comfort, clearer and enhanced visual performance during outdoor activities and driving gives more importance.

Patients who wear multifocals can be particularly appreciative of having the same convenience and functionality in their sunglasses, especially for driving or reading outdoors. By focusing on visual comfort, safety and quality of life, the conversation remains centred on patient benefit rather than product features. The goal is to help them understand that prescription sunglasses are not just a fashion or luxury purchase but a practical visual solution.

The goal is to help them understand that prescription sunglasses are not just a fashion or luxury purchase but a practical visual solution

3 Demonstrate suitable lens options

Introducing lens technologies that improve the patient experience can boost uptake. Discuss options such as polarised lenses for glare reduction, mirrored finishes for bright conditions, or photochromic solutions where appropriate. Relate each recommendation back to the patient’s lifestyle. For example, a frequent driver may benefit from polarisation, while someone who enjoys water sports may appreciate enhanced glare control.

Demonstrating sample lenses, explaining colour benefits and using visual aids can make the benefits easier to understand. Patients are far more likely to invest when they can clearly see how a lens option addresses a specific need rather than simply hearing a technical explanation.

4 Make frame selection easy

Patients may worry that adding sunglasses means repeating the entire frame-selection process. By discussing this option at the beginning of the consultation, they can do both at once. Reassure patients that this can be straightforward. Some may choose the same frame style as their everyday spectacles for familiarity and consistency, while others may prefer a dedicated sunglass frame with a more lifestyle-focused design.

Help them consider fit, coverage and comfort, particularly for outdoor use. A frame that provides greater protection from peripheral sunlight can significantly enhance the effectiveness of the lenses. By simplifying the decision and guiding them confidently through the options, you reduce barriers to purchase and improve the overall patient experience.

Presenting both pairs together as a complete vision solution helps patients understand their value and necessity and softens the cost concerns

5 Present sunglasses as part of complete eye care

Effective recommendations make prescription sunglasses an essential pair rather than an additional purchase. Explain that, just as they have different footwear for different activities, they would benefit from having eyewear designed for varying environments. Everyday spectacles perform well indoors and in general conditions, while prescription sunglasses provide optimal vision and protection outdoors.

Presenting both pairs together as a complete vision solution helps patients understand their value and necessity and softens the cost concerns. Patients are more likely to proceed when they see sunglasses as an investment in comfort, safety and long-term eye health rather than an optional accessory added at the end of the dispensing process.

And don’t forget… Recommend solutions, not products. The patient benefits should always come first.