Advice You - Business

Many salespeople struggle with super busy prospects who won't return their calls and won't grant them an appointment.

The cold hard truth is that these hard-to-contact

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

prospects simply perceive persistent salespeople as a waste of their time. They believe that the salesperson has no benefits to offer them that they are not now receivi

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

Examples of combination products may in

ng from their current supplier. Such behavior indicates that the prospects are happy, so spending time with a new salesperson who is on the outside looking in -- at lea

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

st in their opinion -- would be a waste of their valuable time.

All buyers either consciously or sub consciously ask themselves this question each time a salesperson ca

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

lls: What's in it for me? So salespeople must answer this question before they are going to be able to get their foot in the door.

In sales seminars that I present, I t

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

Combination pro

each that there are six communication channels. You must take advantage of some or all of them to get across the benefits you have to offer. Just don't get the cart befo

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

re the horse. Before you attempt to meet a new prospect, you must do your homework.

Find out where your prospect is hurting.

Learn as much as possible about his curren

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

t situation.

By talking to others who know the prospect, the salesperson can learn where the opportunities lie to improve on the products and services the prospects are

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

currently buying from a competitor. Only when salespeople believe that they have done some good homework do I recommend that tjey attempt to make another contact.

Ask

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

yourselves this question:

How many of the six communication channels are you using in your prospecting efforts?

1. Personal visit

2. Letter or note

3. Phone call

4.

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

Fax

5. Voice mail

6. E-mail

Here are some ideas to try:

• Try a third-party endorsement. Do you have any loyal customers who are good friends with your prospect? If

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

Following aspects would a

so, ask one or more of them to put in a good word for you.

• After doing your homework, write a letter outlining several benefits you believe the prospect will receive

dd to the challenges in developing combination products:

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

if he does business with you. It's best if these benefits are measurable and solve some of the problems your research has identified.

• You might leave a high quality v

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

oice mail message that gives the prospect a reason to meet with you. If your research identifies one or more opportunities to help the prospect reduce costs, improve eff

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

iciency or fix a problem, share these opportunities succinctly in a well-rehearsed voice mail message.

If you have to, write out your key points, but practice enough th

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

at your message doesn't sound as if you are reading it.

• Arrange for a mutual friend to introduce you to this prospect at an industry meeting or some other event away

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

Professional from academic institutions, pharmaceutical industries, health care indust

from his office.

• If you send out periodic e-mails to your customers that include educational information that will help them make more money, solve problems or be mor

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

e successful, add this prospect to your e-mail list.

It's not easy to take prospects away from a supplier they are extremely happy with. But by showing prospects that b

.

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

y doing business with you, they will be able to improve their profitability or reduce the number of problems they have to deal with, you will usually earn the right to a

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

Companies that provide selfless information through particip

sk for an appointment and get it.

If you have prospects who are giving you the run-around, these ideas may work for you, too. So give them a try.

Now go sell something

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/39600/adviceyou-Communication-Channels-that-Open-Prospects-Doors.html">Communication Channels that Open Prospects' Doors</a>

BB link (for phorums):
[url=http://www.adviceyou.org.ua/article/39600/adviceyou-Communication-Channels-that-Open-Prospects-Doors.html]Communication Channels that Open Prospects' Doors[/url]

If you've tried everything possible to make your business highly successful and nothing seems to work, maybe you should try the most natural process on earth. It's the Law of Attraction and it can be used to improve any area of your life and business.

It is starting to become accepted amongst management that Continuous Improvement (CI) requires an appropriate organisational culture change to create a sustainable improvement and benefits stream.

You are always sending a message whether you believe it or not. Silence speaks volumes in respect to what you think about your product or service. Your marketing plan can help you develop your voice and your message.

Tags

Links

Advice You - Communication Channels that Open Prospects' Doors

Related Articles: