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Advice You - Sales Strategy #1 - Get Your B*utt on the Phone
When you're selling your product, do you feel like you are bothering people when you call them? Or maybe you're just intimidated by the whole process of selling over the phone. If so, you are not alone! This
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 probably the most common business problem I hear about in speaking engagements and individual coaching.
Getting your b*utt on the phone can get you more business several ways. You are reminding the call rec
Getting your b*utt on the phone can get you more business several ways. You are reminding the call rec
; 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
ipient of your marketing message, building a relationship, giving and receiving referrals and getting sales. Understanding this is the first step toward picking up the phone.
The next step requires serious wor
The next step requires serious wor
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
k. You need to become extremely familiar with your product, your ideal client and the benefits your client derives from your product. Next, you need to write scripts for all possible outcomes. Finally, you ne
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
d to have a planned outcome for the call and be prepared for that outcome.
Becoming extremely familiar with your product requires first listing all features of your product. This list should include its functi
Becoming extremely familiar with your product requires first listing all features of your product. This list should include its functi
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
on, appearance, price, how to get it, etc. From this list, create a new list with the benefits your clients get from purchasing your product. This list can include things like saving time and/or money, improvi
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
ng health or appearance, providing joy, etc.
The next step, which I learned to do from the book "Jump Start Your Business Brain" by Doug Hall, is to make from your list of benefits a new list – of overt benefit
The next step, which I learned to do from the book "Jump Start Your Business Brain" by Doug Hall, is to make from your list of benefits a new list – of overt benefit
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
s. Overt benefits are often quantifiable and help to differentiate your product from others. For example, instead of saying your product saves your customers time, you would say it saves your customers an aver
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ge of 1 hour per day. Instead of saying that your product improves health, you might say that your product eliminates morning back stiffness in 3 out of 4 people surveyed.
Don't be surprised if this process ta
Don't be surprised if this process ta
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
kes hours and several iterations before you're happy with the result. You may want to ask your current and past customers for their input. In my experience, they are usually happy to help.
To become extremely
To become extremely
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
familiar with your ideal customer may also take a substantial time investment. FOR MARKETING PURPOSES, it is important to target a segment of the general market for your product. The reason for this is that p
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
eople are bombarded with marketing messages constantly from every possible source. You need to make an emotional connection with individuals in order to get your message through, and the best way to do that is
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
o target a group that is interested in buying your product.
Research what turns them on about your product and its benefits and use that in your marketing message.
Once this work is initially behind you, you w
Research what turns them on about your product and its benefits and use that in your marketing message.
Once this work is initially behind you, you w
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
ill need to write a script for every possibility, including, but not limited to:
• If they answer the phone
• If someone else answers and asks to take a message
• If someone else answers and tries to prevent
• If they answer the phone
• If someone else answers and asks to take a message
• If someone else answers and tries to prevent
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
you from talking to the decision maker
• If you get a machine
• If the prospect has questions
Always keep in mind what you are selling – the product or an appointment to sell the product. This is your planne
• If you get a machine
• If the prospect has questions
Always keep in mind what you are selling – the product or an appointment to sell the product. This is your planne
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
d outcome and makes a big difference in your scripts. Also, when they say yes, get whatever important info you need and get off the phone. NOTE: *NEVER* call your best prospect first! Practice on the mediocr
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
prospects first.
Finally, you need to be prepared for the prospect to say yes! You need to have your calendar open, order forms at the ready, be ready to take credit cards or whatever else you need in order t
Finally, you need to be prepared for the prospect to say yes! You need to have your calendar open, order forms at the ready, be ready to take credit cards or whatever else you need in order t
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
o process the ‘yes'. Make it as easy as possible for the sale to take place.
After going through this process, maybe several times, you should feel much more confident. Your prospects will benefit from your p
After going through this process, maybe several times, you should feel much more confident. Your prospects will benefit from your p
.
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
roduct – you're doing them a favor by allowing them to purchase it! In addition, if they say no, they're not saying no to you, personally, they're just saying no to your product. Ask them why they are saying n
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
o and keep track of their answers. You can use all information prospects and customers are willing to give you to perfect your sales process.
Now, Get Your B*utt On The Phone!!
Copyright (c) 2007 Audrey Burto
Now, Get Your B*utt On The Phone!!
Copyright (c) 2007 Audrey Burto
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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