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Advice You - Why Won't My Customers Call Me Back?
A common lament from many sales people these days is the difficulty that they have in getting their customers to call them back or answer emails. This applies to prospects and even regular customers. Sales people worry
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
that if they call too much they will be perceived as a pest or as unprofessional or, even worse, as a stalker.
This is a real dilemma and it seems to have gotten worse over the last few years. I think that there are ma
This is a real dilemma and it seems to have gotten worse over the last few years. I think that there are ma
; 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
y contributing factors, most of which you have already heard about. The factors include technology, the increased sophistication of buyers, and the re-engineering of the work day in the new millennium.
One more factor
One more factor
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
to consider: it is not their job to call you back. It is your job to call them. Let’s address this first. Selling is a dance and it is the sales person’s job to lead. Don’t expect them to call you back….ever. It is your
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
job to call them, to inform them, and to serve them. Remember, it is all about them and not about you.
Let’s return to the other factors that have made things harder for sales people. Obviously technology has made the
Let’s return to the other factors that have made things harder for sales people. Obviously technology has made the
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
sales person’s job tougher; this includes voice mail, the use of cell phones, BlackBerries, laptops, and caller ID. Busy customers have figured out how to screen their calls and hide from sales people thanks to technolo
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
y. Caller ID may be biggest culprit since your buyer can hide from you if they want to and many do. One way to handle this issue is use your cell phone’s “block caller ID feature”, which will keep them guessing who is c
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
alling.
With increased information available to buyers in the form of wikis, forums, and websites, buyers are relying less on sales people to keep them updated about products and services. Candidly, this works against
With increased information available to buyers in the form of wikis, forums, and websites, buyers are relying less on sales people to keep them updated about products and services. Candidly, this works against
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
he buyer since they are not benefiting from the sales person’s superior knowledge. Think about it. You sell the same product day in and day out; when it comes to your product and how it works, you are one of the world’s
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
top experts. Meanwhile, the buyer buys your products occasionally (at best) and by definition knows far less than you do. What is wrong with this picture? To quote Forrest Gump, “Stupid is as stupid does”. You have wha
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
the buyer needs; be sure to remember that.
I think the solution to this quandary is to position your self as a “knowledge broker” rather than as a sales person. Help your customer get as much information as possible a
I think the solution to this quandary is to position your self as a “knowledge broker” rather than as a sales person. Help your customer get as much information as possible a
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
bout their problems and issues, along with the possible solutions (I.E. your offering). Keep them updated on other information resources such wikis and forums; become a source of knowledge and insight about their issues
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
This information will give you power.
The change in the workday and workplace has been huge. Because of technology, people are working longer days and spend less time in the office. Nowadays the new 24/7 work schedule
The change in the workday and workplace has been huge. Because of technology, people are working longer days and spend less time in the office. Nowadays the new 24/7 work schedule
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
allows people to work from home on their laptops away from the office phones. Many people prefer cell phones over land lines; in this case, take their cue and don’t call them at the office and instead call them on thei
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
cell. If this is problem, they will tell you.
How often should you call a customer while praying for a returned call? If I had to give you a ratio of your calls to theirs, a 5 to 1 ratio is a good; I had a sales train
How often should you call a customer while praying for a returned call? If I had to give you a ratio of your calls to theirs, a 5 to 1 ratio is a good; I had a sales train
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
er tell me that once and it made sense at the time. After all, we don’t want to overstep our boundaries. Or, do we?
Maybe a smarter answer is don’t keep score at all. Remember customers get dozens and sometimes hundred
Maybe a smarter answer is don’t keep score at all. Remember customers get dozens and sometimes hundred
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
of emails a day; your email can easily get lost in the milieu. The same applies to the voice messages that you have left. You can’t expect them to leap for the phone when you call or even remember your last call with t
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
hem. They don’t keep score, so why should you?
A good strategy might be to mix up your approach. Try a blend of land line calls with cell phone calls, along with a few email messages. Text messaging works too. See what
A good strategy might be to mix up your approach. Try a blend of land line calls with cell phone calls, along with a few email messages. Text messaging works too. See what
.
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
works best. When you are desperate to connect, try unconventional means such as sending a FedEx envelope; everyone opens the FedEx package. Call the operator at their work and have them paged; this one is surprising eff
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
ective. Send a a fax; people respond to faxes since so few faxes are now sent compared to ten years ago. Or, send flowers or a gift if budget allows; this will get their attention.
Remember, it is your job to call them
Remember, it is your job to call them
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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