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Advice You - Prospecting - The Search for Customers
Business prospecting, the search for potential customers (also referred to as suspects) is well known in many sale
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
s-driven industries. Entrepreneurs and small business owners, sales-driven or not, can benefit greatly by prospect
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
ing for potential customers.
Prospects by any name are simply leads--customer leads. Many marketing activities ca
Prospects by any name are simply leads--customer leads. Many marketing activities ca
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
generate leads, yet all leads are not equal. Before you start prospecting it’s vital to know who you are searchin
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
g for.
Who is your customer? Create a customer profile for your ideal and borderline customers. This profile is b
Who is your customer? Create a customer profile for your ideal and borderline customers. This profile is b
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
sed on who purchases similar products or services. When they purchase: seasonally or on a regular basis. Why they
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
purchase. Does the product or service fill an emotional or physical need or want? Where and how do they make purch
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
ases; in person, mail order or online? Identifying other demographic information is helpful such as gender, age gr
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
up and median range. Knowing who to prospect is key.
One of the most common methods of prospecting is to p
One of the most common methods of prospecting is to p
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
urchase leads, or lists. Entrepreneurs, home-based and small business owners should not overlook this proven metho
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
. Lists are plentiful and available locally as well as on the internet from list providers, mail houses, printers
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
and even trade journals. You can develop your own list as well. Newspapers, magazines, phone books, trade director
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
ies and your neighborhood are full of leads.
Many businesses share the same potential customer and will use nearl
Many businesses share the same potential customer and will use nearl
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
identical forms of lead generation. However, some businesses may be more specialized or competitive and require c
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
reative approaches.
Do-It-Yourself Prospecting
Obtain and develop your own list of potential customers by
Do-It-Yourself Prospecting
Obtain and develop your own list of potential customers by
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
giving away free information, a consultation or a gift. Announce your free offer through:
- Advertising (
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
print and online)
Direct mail
Word of Mouth / One-on-One contact
Telemarketing
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
© 2006 Gabrielle Melisende. All right
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
reserved worldwide. Reprint rights: You may reprint this article as long as you leave all of the links active, do
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
not edit the article in any way, give author credit and follow all of the publishing guidelines for EzineArticles
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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