Advice You - Business

A Feldenkrais practitioner came to me about a year ago needing more effective marketing materials for her practice. I was excited to help because Feldenkra

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

is had given me almost total pain relief from severe and chronic back pain many years ago. To me, Feldenkrais is a Godsend. But you have probably never he

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

Examples of combination products may in

ard of it.

When I started gathering information and material for Feldenkrais, I searched the web to see how other Feldenkrais practitioners marketed themse

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

ves. I was astounded by the lack of marketing know how. Almost every site out there starts out by explaining what Feldenkrais is or who Dr. Feldenkrais wa

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

s. It’s all stuff like, “It’s a movement re-education system, blah blah blah.” Almost no one talked about benefits like pain relief.

When I talked to the

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

Combination pro

practitioner about telling prospective clients about pain relief, better balance, and better coordination, she hesitated. Not everyone got pain relief. H

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

ving experienced such dramatic pain relief myself, I absolutely wanted her to market with this. I also know potential clients want to know you can help 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

m.

Since then I’ve worked with other “Alternative” practitioners and workshop leaders. Universally, I find that they don’t use benefits to market. They a

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

ll want to talk about the process. The problem is, your prospects don’t really care that much about the process. They are really focused on results. They

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

want to know what’s in it for them. Will you or will you not solve their problem, stop the pain, build their self esteem, etc.?

If you want more clients o

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

r more class participants, you need to start educating prospective users about how you will help them. Don’t explain the process. Tell success stories. T

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

Following aspects would a

ell how other people have benefited from what you did for them. When they ask how you do it, invite them to a session with you to experience it for themsel

dd to the challenges in developing combination products:

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

es. Don’t fall for the trap and start explaining how it works. Yes, they asked how, but what they really want to know is, “will it work for me?”

Your ans

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

wer should be to ask what pain or problem they are experiencing and then to share a time that you helped someone in a similar situation. Follow up with an

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

offer to have a session with you to learn more. And don’t offer this as a free session. Even if your practice is “alternative”, I assume you are trained a

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

d highly skilled. Charge for the first visit. You deserve it.

Update your marketing materials as well. Do they headline the problem you are solving? If

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

Professional from academic institutions, pharmaceutical industries, health care indust

not, revise them. If you are going to “explain” how you work, put that at the end. Better yet, don’t do it. Tell success stories instead. Use quotes fr

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

om clients. Let them know you can help. My Feldenkrais client experienced a five-fold increase in participants at the first introductory talk after changi

.

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

g her marketing. Not everyone gets this kind of increase, but you can expect to double your success rate or more. That’s a lot more people that you can he

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

Companies that provide selfless information through particip

lp. I’m sure you started in your profession to help others the best you can. Using these guidelines you can help others and help yourself at the same time

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.adviceyou.org.ua/article/28464/adviceyou-Tell-Stories-About-Benefits-to-Get-Yourself-Heard.html">Tell Stories About Benefits to Get Yourself Heard</a>

BB link (for phorums):
[url=http://www.adviceyou.org.ua/article/28464/adviceyou-Tell-Stories-About-Benefits-to-Get-Yourself-Heard.html]Tell Stories About Benefits to Get Yourself Heard[/url]

This article provides tips about how to advertise in a magazine. It is not as easy as paying the magazine to have your ad present- you need to consider size, color, and content.

Sales and marketing have undergone huge changes in the past few decades. Many of the old ways simply don't work anymore. Learn about some of these changes and how you can put them to work as you promote your business.

You’re a professional – either a doctor, or a dentist, or an artist. Maybe you’re an independent sales person who works on commission, or a speaker who must sell yourself. Given you know your craft but may not have the same level of savvy to garner all of the patients or clients that you deserve, how indeed do you get the business to come in the door?

Tags

Links

Advice You - Tell Stories About Benefits to Get Yourself Heard

Related Articles: