Advice You - Business

I’m not a sales person, but running my own SEO company has placed me into that role. I am my client’s primary contact, not only for project management, but as the first sales contact when inquiring about our services. I rather enjoy the role of project manager, but I’ve never felt entirely comfortable with the sales role.

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

Over the years, though, I’ve gotten quite good at it, or at least parts of it. I can’t sell everybody that calls, nor do I try, as I loathe high pressure sales tactics. I’m more casual and conversational with some good processes in place for follow up. But making a sale involves a fair amount of persuasion.

There are a

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

Examples of combination products may in

number of persuasive tactics available for both the aggressive and passive individual, everything from fear to manipulation to coaxing to demonstration. Some of these methods are positive, some are extremely negative. I don’t really want to discuss the negative avenues but rather the overall process that positive persuasi

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

n entails, and what you can and should do in order to be more persuasive to potential clients and customers.

Persuasion Starts with Availability

One of the most important things you can do to be more persuasive is to be available. After all, you can’t persuade someone who can’t get in touch with you. When our pho

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

e rings, someone picks it up. The only time the phone ever goes to voice mail is before or after business hours, which is generally after 6pm and before 7am all week. Unless it’s a holiday, if you call, we’ll answer.

Any sales or information calls are forwarded to me, as the primary sales contact and project manager. If

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

Combination pro

’m not available a message is taken and calls are immediately returned as soon as possible. Also, anytime a prospect fills out the form on our website, I place a follow-up call almost immediately. Forms that come in after hours are handled early the next morning.

You’d be surprised with the impression you can make with a

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

quickly returned phone call. I can’t count the number of sales I’ve made because I’d called and gotten a contract signed before another SEO company even returned the prospects call or email.

The Conversation of Persuasion

I know that high pressure sales work. If it didn’t there wouldn’t be so many people out the

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

e putting the screws to potential customers. But that’s not my game. I’m more of a conversational type of person. If I’m talking to someone about our services and they tell me “no”, I usually just leave it at that. I’m certainly not going to hound them or keep bugging them to sign up with us, but I also realize that if I

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

an conversationally keep them talking then I’ve got a chance at changing their mind.

This happened just the other day. I had been talking to a prospect and he called me back as promised (a rare event, indeed) to tell me he had decided to go with another company. This company was “three times cheaper” than our services. I

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

stead of letting him go at that, like I often do, I decided to ask him if he wouldn’t mind telling me what the services are the other company was offering at a third of our price. Through that conversation I was able to point out the differences between our service and my competitors and provide him more information on

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

hat makes our services unique. I ultimately convinced him that we were the right company to go with.

The Honesty in Persuasion

I have a strict No BS policy. When clients call and ask about our services I don’t make promises that can’t be kept and I let them know up front what the situation is going to look like.

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

Following aspects would a

Actually, you could say I take the “Scottie” approach. For those non-sci-fi fans, Scottie was the engineer on the original Star Trek series. Episode after episode the enterprise’s engines would be damaged and the lives of the crew were at stake. Kirk would call Scottie and ask him how much time until the engines were fixe

dd to the challenges in developing combination products:

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

. Whatever the answer was, the death of the crew was going to result if the engines were not repaired far sooner than Scottie estimated. Of course, Scottie always came through in the end.

I would rather under-promise and over-deliver than the reverse. I always try to present the most likely and worst-case scenarios. This

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

ensures that any new client fully understands that the process of optimization is not a short-term, quick fix solution, but a long-term investment. Who knows I’ve probably lost quite a few sales over the years by taking this approach, but a happy client is much better to work with than an angry one.

Following Through

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

o Persuasion

A big part of our sales process is our follow up with prospects. Years ago I implemented an auto responder system for anybody who fills out a form on our website. Once a form is submitted, an immediate notification is sent out indicating that we have rece

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

ved the information. A followup email is sent out once a week for six weeks. These emails provide information detailing the benefits of SEO. They also include additional information about our services, client testimonials, and more.

I usually have already started a dialogue with the prospect, but these emails provide an

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

Professional from academic institutions, pharmaceutical industries, health care indust

additional point of contact with information that they might not have considered during our conversations.

When I send out a proposal to the prospect, I let them know that I’ll be calling again in a few days to follow up and answer any questions they may have. By then, some have read the proposal and are ready with more

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

uestions, some are not. And of course, some can’t be reached, in which case I simply keep trying.

In addition to the auto responders and no-pressure follow up calls, we also send out a letter or two via snail mail. In dealing with online businesses, where almost all communication is conducted by phone or email, we’ve bee

.

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

told these letters are a nice touch that also adds credibility and legitimacy to our company. Every little bit helps!

There is a lot more that goes into persuasion than these tips mentioned above. You can read my series on elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

y">establishing web credibility, which stemmed from a study published by Stanford. Credibility is a big part of the persuasion process, but persuasion really is more about creating a path from the beginning to achieving a desired outcome. What you do along the way will determine whether or not you are able to persuade

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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See exactly how I earn over $3,000 a month. I tell exactly how I do it, and how you can start doing it.

Large posters are a great means to tell the world and announce to everyone about something which you want to tell them. Posters can be made in various shapes, sizes and designs to get across any messages to anybody. It is a great source for communicating your message.

The field of dentistry can be just as fulfilling as a career in medicine, but with much more autonomy. If you are open to considering dentistry as a career, use this article as a handy guide to exploring this exciting career option.

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