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Useful Advices - Uh Oh - Trouble for New Cold Callers?
Lots of "newbie's" to the world of cold calling, ask this question, "I send a ‘flyer' to my prospect then want to follow-up with a prospecting phone call. Should I incorporate the fact that I sent a "flyer" when I rea
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
ch the owner?"
Those in the financial services industry and other industries as a matter of practice send pre-approach letters. My counsel to these talented professionals flies in the face of conventional wisdom.
Le
Those in the financial services industry and other industries as a matter of practice send pre-approach letters. My counsel to these talented professionals flies in the face of conventional wisdom.
Le
; 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
t's take a quick visit back into the not so distant past, when sales professionals spent more time pounding pavement than they did dialing for dollars. The majority of sales were conducted face-to-face where you could
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
smile and shake the hand of your prospect … even get away with giving a bag of multi-colored, jellybeans as a "thank you for your business."
Book More Meetings Faster and In Less Time with Cold Calls
Move forward a
Book More Meetings Faster and In Less Time with Cold Calls
Move forward a
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
few years to when some savvy sales pro decides to get a leg up on the competition. He decides to book more appointments faster and spend more time for selling as he opts to let his fingers to the walking. This sales
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
pro coins the phrase, "smile and dial" and he does smile as he brings in many more dollars than his colleagues with this effective prospecting tactic.
Then some not so savvy "sales trainer" -- who hasn't sold so much
Then some not so savvy "sales trainer" -- who hasn't sold so much
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
as a box of Girl Scout cookies -- offers to standardize the prospecting process.
The uninformed staff member makes the decision to substitute the warmth of the in-person handshake with a 4 inch x 6 inch pre-printed
The uninformed staff member makes the decision to substitute the warmth of the in-person handshake with a 4 inch x 6 inch pre-printed
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
computer signed, "pre-approach letter" … then in an unprecedented flash of dim-witted brilliance claims that as soon as the prospect sees that piece of paper with your company's name on it, the prospect will rush to
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
the phone to call you and/or have instant name recognition when the administrative assistant breathlessly says "it's you" on the phone, and the gatekeeper and prospect with knowing nods will throw the doors open and w
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
elcome you in to do business with them – because of the all powerful pre-approach flyer.
Kinda makes your heart go pitter, patter, doesn't it?
Eager- to-please new sales professionals; who are anxious to make money
Kinda makes your heart go pitter, patter, doesn't it?
Eager- to-please new sales professionals; who are anxious to make money
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
since they are on 100% commission do their best to make this plain-vanilla, pathetic tactic work.
When this approach predictably fails, a whole new batch of well-intended, bright, revenue producing sales professional
When this approach predictably fails, a whole new batch of well-intended, bright, revenue producing sales professional
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 blame themselves – when in fact it's the approach to pre-approach letters that is to blame I know, I know, I know you either use "the company's" tried and true Business Reply flyer or you sweat blood coming up with
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
your own direct mail piece.
As you ponder the effectiveness of pre-approach flyers, keep this thought in mind:
Your prospects receive as much or more mail than you do.
Like you either they or their assistant revie
As you ponder the effectiveness of pre-approach flyers, keep this thought in mind:
Your prospects receive as much or more mail than you do.
Like you either they or their assistant revie
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
ws the mail first. During this cut, most flyers that look like junk mail get tossed.
Now, if you cold call your prospect and ask about "the flyer" they received, what are you gonna say when he says, "No, I don't reca
Now, if you cold call your prospect and ask about "the flyer" they received, what are you gonna say when he says, "No, I don't reca
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
l that flyer" or "I guess threw it out with the rest of the junk mail?"
Count on it. It's going to happen.
Then, again your prospect may actually remember "the flyer" and exclaim (heaven forbid) "Yeah, I remember th
Count on it. It's going to happen.
Then, again your prospect may actually remember "the flyer" and exclaim (heaven forbid) "Yeah, I remember 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
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 lousy piece of junk mail, what about it?"
You need to know that just like the world of sales, the world of flyers and direct mail campaigns involve a whole other set of sophisticated skills.
These skills begin wi
You need to know that just like the world of sales, the world of flyers and direct mail campaigns involve a whole other set of sophisticated skills.
These skills begin wi
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
th learning the many ways there are to get your junk mail to look like mail that is worth opening. Then, the skill level increases to a level of writing "copy" in a way that compels the prospect to read every single l
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ine… and the big time copy writers know how to leverage a well crafted a direct marketing piece into an order. But most of these guys don't know sales.
Sure you can learn direct marketing skills, and learn them you m
Sure you can learn direct marketing skills, and learn them you m
.
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
ust if you want direct mail to be an important part of your sales strategy. If you prove to your satisfaction that your direct mail pieces result in revenues … new dollars from new clients … then, by all means send th
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
ose pre-approach flyers-just don't ask your prospects about the flyers when you call!
Remember this, flyer or no flyer the one to sell you, your products, your services is you – you talented creature. Now, go get ‘em
Remember this, flyer or no flyer the one to sell you, your products, your services is you – you talented creature. Now, go get ‘em
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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