Tags |
|
|
Links |
|
|
Advice You - Small Business Savvy: Reaching Key Big Business Decision Makers
As a solo entrepreneur or small business owner, one of our key challenges can be reaching key decision makers in larger companies. Getting to the right person who can seal the deal can be a frustrating experience, especially if you don’t have a game plan. Here are three ways to connect w
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
ith the right people.
Cold Calling
In this age of voice mail, reaching prospects by phone has become more difficult. Cold calling will most likely reap stronger results if you’re trying to reach small business owners, where connecting with the owner by phone is more likely, bu
Cold Calling
In this age of voice mail, reaching prospects by phone has become more difficult. Cold calling will most likely reap stronger results if you’re trying to reach small business owners, where connecting with the owner by phone is more likely, bu
; 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
with persistence you can reach corporate managers as well. There are several important steps you need to take to get results from cold calling—
- Make sure you write a phone script that, in 30 seconds, will convey what you do and what benefit similar customers have gained from
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
our service. This is essential. You’re phone script must answer the prospect’s question, “what’s in it for me”?
Practice your phone script until it feels natural and fits your communication style.
Make sure it conveys your excitement about your offe
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ing.
When you get the right person on the phone, tell them you have some exciting information for them and would they be able to give you 30 seconds to share it.
End your script with an intriguing piece of information, specific product results that are impressive, o
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
a question that will make them want to know more.
Be persistent. Keep calling at different times of the day until you get the prospect on the phone. Leaving a message is rarely successful, but if you can’t ever catch the person on the phone, you can always give it a try.
When you get a prospect on the phone, ask their permission to have 30 seconds of their time. When the 30 seconds are up, ask their permission to continue.
Also, script how you’ll respond to the different possible responses you’re likely to receive from the
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
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
prospect. For example, if the prospect says they’re not sure they want to meet with you, what will you say?
If the prospect allows you to continue past 30 seconds, tell them you’ll be in their area on a certain day and ask if you could meet with them for 20 minutes to continue
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
the conversation.
Remember that if you’re calling targeted prospects, it’s just a numbers game. Call enough people and you’ll make some appointments. Make enough appointments and you’ll close some sales. Calculating the call to appointments to sales ratio is impo
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
tant in determining if cold calling is working for you.
Warm Calling
You probably have a database of customers and a network of other professionals. Put a simple request out to your database telling them that you have some exciting information, pertinent articles or n
Warm Calling
You probably have a database of customers and a network of other professionals. Put a simple request out to your database telling them that you have some exciting information, pertinent articles or n
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
w products or services and you need to connect with, for example, operations managers in mid-level companies. Ask if anyone knows someone that they could connect you with that fits that category. Offer them a reward, gift certificate or coupon if you feel they need an incentive. If possi
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
ble, see if they will arrange an introduction by calling or e-mailing this person to let them know about you. Then contact these “warm” leads. They’ll be much more likely to respond to your communication. To make this work, you must be very clear about what type of person you need to mee
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
. Saying that you need to meet corporate managers, for example, is much too broad. Those in your database also need to feel that you will not make them look bad or take advantage of their contact, so you need to be clear about why you want to meet these types of people.
Focused Netwo
Focused Netwo
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
king
If you were an operations or mid-level manager, where would you hang out in your free time? What business and social organizations would you join? What speakers or topics would you motivate you to attend a meeting?
If you can answer these questions, you can plan to attend the
If you were an operations or mid-level manager, where would you hang out in your free time? What business and social organizations would you join? What speakers or topics would you motivate you to attend a meeting?
If you can answer these questions, you can plan to attend the
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
ame meetings or socialize in the same places. There are many swim and golf clubs, for example, that are frequented by corporate executives. Even telling people at church about what you do and who you’d like to meet can yield results. Every industry has it’s own professional organization
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
and most of them welcome guests.
Focused networking means using your n
- Volunteer to work on a committee.
- Offer to speak to one of these groups on a relevant topic.
- Offer gift certificates to be used in a drawing at an organizational meeting.
Focused networking means using your n
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
tworking time in places where you can connect with your target customer or others who can connect you with your target customer. Before you attend even one focused networking meeting, be sure to have a one or two sentence description of what you do and what problems you solve. Make it i
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
triguing, so people want to know more. Is focused networking a quick fix? Nope. It takes time to build relationships. But once you get started, if you gain a few happy customers in the group, chances are they’ll be a ripple effect and you’ll find your business being recommended to other
.
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
regularly. In addition, you may connect with some people who can become sources for your warm calling campaign.
As a small business owner, it’s important to develop a network of other business owners so you can support each other and share contacts. Consider developing a six month stra
As a small business owner, it’s important to develop a network of other business owners so you can support each other and share contacts. Consider developing a six month stra
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
egy that includes all of these approaches. Be very, very specific about the type of prospect you’re looking for. Track your results so you learn how your time is best spent. I guarantee that six months from now you’ll be looking at some very positive results!
Copyright 2004, Janis Petti
Copyright 2004, Janis Petti
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/44198/adviceyou-Small-Business-Savvy-Reaching-Key-Big-Business-Decision-Makers.html">Small Business Savvy: Reaching Key Big Business Decision Makers</a>
BB link (for phorums):
[url=http://www.adviceyou.org.ua/article/44198/adviceyou-Small-Business-Savvy-Reaching-Key-Big-Business-Decision-Makers.html]Small Business Savvy: Reaching Key Big Business Decision Makers[/url]
Related Articles:
Do You Have Trouble Staying Focused as an Entrepreneur?
Why Some Business Owners Almost Always Create Winning Ads
Small Business IT Consulting: The Micro Small Business Environment
Bookmark it:
|