Advice You - Business

The telephone can be a powerful tool for generating leads and selling products and services. Unfortunately most business

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

owners are so ineffective using the telephone their only accomplishments are frustrating prospects and removing them from

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

the sales channel.

Voice mail presents another challenge altogether. Some business owners even refuse to leave messages

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

. While this may be an appropriate response in some cases, voice mail can also be a valuable sales tool if you follow a f

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

ew basic guidelines. After making and supervising over 9,000 telephone calls in a twelve-month period in one of my busine

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

sses, our calls went into the voice mail system over 81% of the time. Failing to leave a voice message and missing this m

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

any opportunities was not an option for us.

Based on statistics and results from over 15,000 outbound telephone calls, h

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

ere are the critical issues to consider if you want voice mail to work for you:

1. Work from a script

Assume that you w

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

ill get voice mail and be prepared. You can not “wing it” and stumble aimlessly through a call. After practicing it a few

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

times, your presentation will sound natural.

2. Your message must be brief

30 seconds is an absolute maximum. In our i

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

itial campaign, our messages were about 60 seconds in length and our call-backs were pathetic. Once we shortened the call

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

to 30 seconds, our call-backs increased significantly.

3. Your message must be focused

When you prepare your script, f

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

ocus on the single most important benefit you offer your prospects. If time permits, you can mention one or two more key

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

points as you close the call, but don’t exceed your 30 second time limit.

4. Be professional, enthusiastic and confident

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

A professional approach will help get your prospect’s attention, and your enthusiasm and confidence will move him along

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

in the sales cycle. Seems like common sense doesn’t it? But common sense isn’t always common practice.

5. Leave a call-

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

to-action

If you’re not prepared to leave a call-to-action, then don’t make the call. Leaving a generic message or calli

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

ng to “say hi” is simply a social visit and not part of the lead generation or sales process. Ask for a return call, a vi

.

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

sit to your web site, preview a brochure mailed to them, whatever it is you called for in the first place. But ask them t

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

o “do something”.

Voice mail can be an integral part of your sales process. Use it wisely and you will get great results

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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In this day and age of the internet with spam, phising, and other attempts to part us from our money, it is a wonder that people still trust the written word over the spoken word. Just look at the tabloids for an example. If you were to TELL somebody this stuff, they would scoff, but when they see it in writing, they buy it. Here is a discussion on this topic.

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Advice You - How to Make Money with Voice Mail

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