Useful Advices - Business

Let's face it, some words have magical powers. Just as "Open Sesame" magically opens the door to a new world, so too can other words and phrases have similar effects on your customers and clients. This month we look at the power of words to create trust, a

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

llegiance and commitment in our customers and clients.

Opening the Doors to Success

Sometimes it’s the pleasant words we hear as doors are opening, that make a difference to customers. For Nancy Graham of Berkeley Heights, New

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

Examples of combination products may in

Jersey, who comes to San Francisco four times a year, it's the words "Welcome Back to Campton Place Mrs. Graham, we've missed you!" that make her feel special. Then the hotel doorman inquires about her family as he opens the door to another wonderful stay

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

at this celebrated Union Square hotel in San Francisco.

Whether customers are greeted at the door, clients are welcomed over the phone or upon arrival at functions, those initial words are music to our ears. Research tells us we like the sound o

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

f our own names. Are you greeting your new and returning customers with favor and delight? If not, why not? It’s neither hard nor expensive.

Missing in Inaction

Recently I dined at one of San Francisco's finest French restaura

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

Combination pro

nts. My companion and I had been looking forward to this night for weeks. Our night arrived, as did we, dressed in our finest attire. We drove up, I gave the valet my car keys and we entered the restaurant. And then…nothing. Nobody to greet us. Nobody to s

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

eat us. We were left alone at the front door. Diners at many tables glanced our way, and returned to the comfort of their meals and mates. As guests, we were made to feel awkward, out of place and inconsequential. Finally, a passing waiter, with plates aki

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

mbo, smiled and promised that someone would be right there to greet us. Establishments know that they must manage the entire experience of their patrons, from the initial phone call to the follow up after an interaction or event. Sometimes a few well-chose

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

n words of ours can assuage customers' feelings, inducing comfort and care on the part of their clientele. Develop key phrases to help your customers feel comfortable about their relationship with you.

Bad Form…Customer or Teller?

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

r> I was at a bank recently when a teller abruptly pointed out "you forgot to fill out your deposit slip correctly." I suddenly felt as though I were back in grade school. Her words stung like a bee. Her remark felt so judgmental. If only she'd said "let

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

me help you complete this" or even "don't forget to fill in today's date." She was so busy judging me she forgot to partner with me for a successful transaction. In most service situations our customers are looking for help, assistance and perhaps some gui

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

Following aspects would a

dance. It wouldn't have been hard for this teller to achieve the same result, a properly filled in transaction slip, without alienating her customer.

Mouthing a few choice words isn't enough. They must be genuinely meant. To utter phrases withou

dd to the challenges in developing combination products:

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

t heartfelt thoughts behind them rings hollow with others. Sincerity matters. So try to let your body language, eye contact and gestures reinforce the sentiment you are expressing. In part, that helps these comforting words become magical. Even on the tele

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

phone or via e-mail, you can convey care, concern and sincerity.

Consider these phrases which bring comfort, smiles and satisfaction to your customers' ears:

"We can fix it."

This tells your customers that you are

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

solution oriented and partnering with them for success.

"We're sorry for your inconvenience."

These magic words show awareness and concern for your customers.

"Consider it done!"

Tells customers you

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

are there for them, protecting their interests and serving their needs.

"We're delighted to serve you."

Shows your organization values their patronage.

"Thank you for choosing us. It's our pleasure to serve you.

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

Professional from academic institutions, pharmaceutical industries, health care indust

"
Shows you are indebted to your customers.

"Please let us know what else we can do to make your experience a pleasurable one."

This phrase shows your availability and accountability to your clients. By being receptive

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

you show a confidence in serving others and managing your client relationships effectively.

"Welcome back. We've missed serving you."

We cherish long term relationships and relish your repeat business.

These aren't

.

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

words like the phrase Robert Redford used in the movie The Hot Rock, when his utterance of "Afghanistan Banana-Stand" put bank personnel into a trance. What gives your words magical powers are the thoughts and care behind them. These words engender trust.

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

Companies that provide selfless information through particip

These phrases build allegiance and strengthen commitment. When you're prepared to walk your talk your customers will magically reappear again and again. Treasure your customer exchanges and you and your customers can share the reward of repeat business.

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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Putting in lots of energy and still not getting the sales results you want? Find out how these 9 golden rules can transform your approach and bring you the great sales you been striving for.

Throughout the progress of a person's career, chances are there will come a time when a decision has to be made about whether or not to accept work with a company based on the size of the organization. If you are just starting out, there may not be a lot of information available to tell you both the pros and cons for choosing a company according to its size.

Are you too close to take a good look at your own situation? Assessments can be a great tool to see new business and personal perspectives

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Useful Advices - Magic Words: What Words are Music to the Ears of Your Customers

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