Advice You - Business

I am a specialist in "Client Attraction" marketing because I find that this form of marketing is the least expensive and most powerful way to grow a thriving business.

I have been doing what I do for many years and sadly, I have seen way too many busine

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

ss professionals struggle to bring in more clients and to build thriving businesses.

I see good people leaving their chosen professions every day because they are unaware of simple ways to get a steady stream of good clients. It is all so unnecessary.

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

Examples of combination products may in

If only they had taken the time to learn marketing strategies that actually work.

Unfortunately, they wind up spinning their marketing wheels and going nowhere because they are doing everything under the sun they think they should do to go after clien

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

ts instead of concentrating their efforts where they belong: on getting clients to come to them.

Let's look at how client attraction marketing works. Instead of becoming a nuisance by pushing yourself on people who may or may not be in the market for yo

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

r services at the time you're sending your marketing message, client attraction marketing allows you to "pull" potential customers towards you in an incredibly powerful way.

With this type of marketing, you are not trying to "sell" yourself, your produ

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

Combination pro

ct, or your services to anyone. Instead, your aim is to become so incredibly "attractive" that your prospect is drawn to you as a teenaged boy is drawn to a cheerleader. Master the strategies of client attraction marketing and you can virtually become

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

a "client magnet."

There are a number of low-cost strategies involved in client attractio markeitng, but to me, it all starts with knowing your craft. This means embarking on a journey that includes:

getting the best training you possibly can

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

from the best school or organization you can find and afford

becoming licensed or earning credentials if your profession offers those choice

taking continuing education courses in your chosen field

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

>joining and becoming active in your professional association, both on a local and national level

taking on a position of leadership in your professional association

being coached and/or mentored by someone who has a

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

chieved the level of success you are seeking

reading everything you can get your hands on that pertains to your field

listening to tapes and CDs about your field any chance you can

attending confer

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

nces, conventions, and trade shows that will likely attract others from your profession

going to hear speakers who are the voices of experience in your profession

creating high visibility for yourself within your pro

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

Following aspects would a

fession

monitoring and becoming involved in your profession's e-mail discussion groups

forming relationships with your peers.

These are all opportunities to learn and to grow both personally and profession

dd to the challenges in developing combination products:

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

ally.

Why, you might wonder, in an article about marketing, am I devoting so much ink to learning and honing your craft? Because when you know what you're doing, you become attractive to those in your target market. When you don't know what you're doin

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

g, all the marketing in the world won't help you land and keep enough customers to stay in business.

Remember, you are on a journey and each of you is marking different mileposts along the way. Like all journeys, it takes time to reach your destination

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

Keep your goals in sight. Do not stop learning. Be patient with the process. Celebrate your accomplishments and understand that whether you are a neophyte or a seasoned veteran, you need to get the word out about your services.

How do you do that wi

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

thout spending a fortune? It's really very simple:

Stop trying to be all things to all people and you will attract more clients.

Become a specialist and not a generalist and you will attract more clients.

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

Professional from academic institutions, pharmaceutical industries, health care indust

get a distinct market segment and you will attract more clients.

Become clear on who your ideal client is and you will attract more clients.

Team up with others to create strong alliances and you will attract more clie

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

ts.

Follow up in a timely manner and you will attract more clients.

Refer to others and you will attract more clients.

See and be seen and you will attract more clients.

Establish you

.

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

rself as an expert and you will attract more clients.

Put powerful systems in place and you will attract more clients.

Stop giving your services away and you will attract more clients.

Believe in your

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

Companies that provide selfless information through particip

self and you will attract more clients.

Bottom Line: Shift your thinking from "attack" to "attract" and your marketing efforts will indeed "Attract Clients Galore." ™

© Copyright 2006 Leni Chauvin, The Client Attraction Coach

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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