Tags |
|
|
Links |
|
|
Useful Advices - Follow Up - Key To Networking Success
For all our interest in networking, following up is just as important. Many one-person business owners find they either don't follow up because they don't know what to do, or develop such an elaborate system for keeping in touch that it quickly breaks down and becomes unworkable. Typical d
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
ownfalls include:
--Using the same personally intensive strategy and activities for everyone they meet, finding they have no time for service delivery
--Flooding new contacts with electronic information, but don't check in to see if there is a real fit
--Letting months go between contacts
--Using the same personally intensive strategy and activities for everyone they meet, finding they have no time for service delivery
--Flooding new contacts with electronic information, but don't check in to see if there is a real fit
--Letting months go between contacts
; 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
and then being dismayed with few responses to offers
Networking Maven Kristy Rogers, is not only well known for her prowess in networking, having received three major networking awards just this year alone, but also conducts great seminars on following up. (http://www.KristyRogersConnects.
Networking Maven Kristy Rogers, is not only well known for her prowess in networking, having received three major networking awards just this year alone, but also conducts great seminars on following up. (http://www.KristyRogersConnects.
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
com)
Following up, says Kristy, is crucial. Especially for people who are in their first three years of running their businesses or those who need to grow their businesses. Yet most people, even those who know they 'should,' don't follow up after meeting new potential clients.
Kristy ide
Following up, says Kristy, is crucial. Especially for people who are in their first three years of running their businesses or those who need to grow their businesses. Yet most people, even those who know they 'should,' don't follow up after meeting new potential clients.
Kristy ide
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ntified the three most common follow-up mistakes one-person business owners make:
1) Not scheduling time for follow up on your calendar. If you don't make a follow-up appointment, or if you don't keep the appointment with yourself for follow-up activities, it won't get done.
2) Not devel
1) Not scheduling time for follow up on your calendar. If you don't make a follow-up appointment, or if you don't keep the appointment with yourself for follow-up activities, it won't get done.
2) Not devel
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
oping the habit of following up. Set up some simple follow-up systems and tools: have note cards and stamps handy. Write a few sample notes you can use for either email or snail mail. Make following up part of your daily routine. Use 'scrap time' to dash off a quick note/email to one of y
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
our contacts. Build your library of 'one sheets' describing your various products and services. Format printed and electronic copies of articles, especially your own, ready for distribution.
3) Not capturing your contacts in an electronic format. Most people struggle with this task becaus
3) Not capturing your contacts in an electronic format. Most people struggle with this task becaus
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
they get hung up on finding the 'perfect program' to use. Should it be Goldmine, Outlook, Entourage, Excel, and so on and so on. Kristy is adamant about this common sabotage: 'Stop waiting until you find the perfect system and just do it.' Most of us have Excel, it's a part of the Micros
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
oft Office package. Just use it!
Take a course, use the tutorial that is included, ask a friend, pay an expert to set up a simple system. Just start. (Of course this doesn't mean utomatically putting every new contact onto your ezine list. Most of us have more than enough email to deal
Take a course, use the tutorial that is included, ask a friend, pay an expert to set up a simple system. Just start. (Of course this doesn't mean utomatically putting every new contact onto your ezine list. Most of us have more than enough email to deal
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
with already, and just get annoyed when having to unsubscribe from unwanted ezines.)
Why don't people follow up? The biggest block cited by participants in Kristy's workshop is 'not knowing what to say.' She suggests having a script when you phone, or write your follow-up notes. Practice
Why don't people follow up? The biggest block cited by participants in Kristy's workshop is 'not knowing what to say.' She suggests having a script when you phone, or write your follow-up notes. Practice
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
and polish your script, and soon you'll be much more comfortable with follow-up calls.
Professional Speaker Marc LeBlanc considers keeping in touch so important he calls it 'The Greatest Marketing Strategy in the World.' Growing Your Business, available from http://www.SmallBusinessSucces
Professional Speaker Marc LeBlanc considers keeping in touch so important he calls it 'The Greatest Marketing Strategy in the World.' Growing Your Business, available from http://www.SmallBusinessSucces
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
s.com, is best known for Mark's clear instructions for crafting your defining statement, your 'elevator speech,' how you quickly explain your unique selling proposition (USP). While developing a great defining statement is necessary, for me the gem in his book was his keeping in touch strat
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
egy, his Target 25.
Mark suggests you identify the 25 people in your life who are in a position to impact your business. Then make the most of your Target 25 by following his two 'rules':
1) Never let any of them get more than 30 days of hearing from/about you
2) Each of them must know
Mark suggests you identify the 25 people in your life who are in a position to impact your business. Then make the most of your Target 25 by following his two 'rules':
1) Never let any of them get more than 30 days of hearing from/about you
2) Each of them must know
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
your defining statement
Why 25? -- More could quickly become overwhelming.
Why 30 days? -- We're all busy and need reminders.
At this point most folks go right to an electronic newsletter, ezine, as their primary stay in touch strategy. And, you should have one. But don't stop with onl
Why 25? -- More could quickly become overwhelming.
Why 30 days? -- We're all busy and need reminders.
At this point most folks go right to an electronic newsletter, ezine, as their primary stay in touch strategy. And, you should have one. But don't stop with onl
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
an ezine. Ezines have become necessary but not sufficient. Use all your stay-in-touch tools and techniques: face-to-face meetings, fax, personal notes, and even phone calls.
Evaluating your Follow-up System
Evaluating the effectiveness of your follow-up system has two parts:
1) Do yo
Evaluating your Follow-up System
Evaluating the effectiveness of your follow-up system has two parts:
1) Do yo
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
u use it, and
2) Does it get the results you are looking for?
Whatever keep-in-touch system you develop, make it easy to implement so you will keep it up. Too often the system becomes so complicated or unwieldy it is quickly abandoned as too much trouble. Start small and simple.
Assess
2) Does it get the results you are looking for?
Whatever keep-in-touch system you develop, make it easy to implement so you will keep it up. Too often the system becomes so complicated or unwieldy it is quickly abandoned as too much trouble. Start small and simple.
Assess
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
ing results from your follow-up system is crucial. Not always easy, but very important. Too many professionals stay busy with marketing tasks and activities that don't give needed results. Track the source of all new leads. Compare the amount of effort, costs, and time against number of
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
leads. Identify your best sources.
One colleague has spent enormous amounts of time and money with one 'networking' group only to find it was a social experience not a business building experience. 'Doing the numbers' showed new business came through referrals from existing clients, not ne
One colleague has spent enormous amounts of time and money with one 'networking' group only to find it was a social experience not a business building experience. 'Doing the numbers' showed new business came through referrals from existing clients, not ne
.
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
tworking events. She has shifted her keep-in-touch activities to her client base, rather than relying on networking events to fuel new business.
Both Kristy and Mark define action plans for Patricia Fripp's marketing maxim: 'It is not your customers' responsibility to remember you, but you
Both Kristy and Mark define action plans for Patricia Fripp's marketing maxim: 'It is not your customers' responsibility to remember you, but you
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
r responsibility to ensure they never forget you.' As Kristy reminded me, 'It is up to the salesperson to drive the sales process. You must drive your own follow-up program.'
Don't wait to get started on your action plan. Your business will thank you, and your bank account will thank you
Don't wait to get started on your action plan. Your business will thank you, and your bank account will thank you
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.usefuladvices.org.ua/article/1006/usefuladvices-Follow-Up--Key-To-Networking-Success.html">Follow Up - Key To Networking Success</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/1006/usefuladvices-Follow-Up--Key-To-Networking-Success.html]Follow Up - Key To Networking Success[/url]
Related Articles:
Health and Safety Advice For Contract Cleaners Part 1
Tips That Will Help You Have The Best Resume
India To The Rescue With Accounting Solutions
Bookmark it:
|