Useful Advices - Business

The proper use of testimonial letters can add credibility for your company and profitability to your bottom line. Many sales organizations fail to use this simple yet cost effecti

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

ve method to reach new markets and clients. The formula to obtain testimonial letters is quite simple. The best time to ask for a testimonial letter is right after the sale has be

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

Examples of combination products may in

n made. This prevents the dreaded “Buyers Remorse” and reinforces the decision the client has just made to do business with your company.

One way to do this is to ask the client

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

o write you a testimonial letter to include their candid comments about their experience with your product or service and even about their experiences with your sales and customer

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

service representatives.

Regardless of how you do it, the letters’ content can act as a powerful motivator and training tool for your employees.

If a letter is returned with pos

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

Combination pro

tive comments, it can be displayed at the office to highlight the exemplary behavior of that specific employee which should help to drive other employees to model these types of e

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

periences to current and future customers. If the behavior is inappropriate or inconsistent with the image you are looking to portray, this will be an excellent time to address th

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

behavior with the employee and provide corrective behavior coaching. In many cases, without the benefit of this type of feedback, you might not have been aware of this behaviora

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

issue.

Use Your Company Database to Mine for Prospects For a Personal Testimonial LetterYou can use your current company datab

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

se to mine for customers’ contact data, which then can be used to create direct mail pieces as part of a testimonial letter campaign.

Database marketing, explains business writer

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

Mark Hendricks, aims "not to make the sale, but to keep the customer." The underlying technique is to use database records of customers' latest purchases and frequency and amount

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

Following aspects would a

f past purchases, to create targeted mailers that let you stay in touch with your customers. The most popular of these mailers are listed above.

But another type of mailer, which

dd to the challenges in developing combination products:

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

is fast and inexpensive to produce, often proves the most powerful of all: personal testimonial letters.The power of a Personal Testimonial LetterA personal testi

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

onial letter, as advocated by Jay Levinson, is a one-page letter that recaps what a customer has just purchased and then describes their overall satisfaction with your company’s p

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

oducts or services the customer has just purchased - or simply provides helpful professional information. It conveys, in short, what your product or service has done for that cust

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

mer in the way of service, attention and expertise.

If you want to make maximum impact on your testimonial letter campaign with your customer database, take the time to concentra

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

Professional from academic institutions, pharmaceutical industries, health care indust

e on customers individually by writing them letters personally tailored to their specific situation. Mention that you'll phone in a week to follow up on the letters you just maile

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

or emailed on matters you've broached. For extra impact, add a handwritten P.S. recapping your main message. Statistically, if nothing else is remembered, the “PS.” will be! If

.

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

you follow these tried and tested marketing methods to obtain more and better testimonial letters, you will see a dramatic increase in customer loyalty and profits to your bottom

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

Companies that provide selfless information through particip

ine. Thank you for allowing me to share with you my thoughts on Using Testimonial Letters to Increase Sales! Doug Dvorak 847.359.6969 – doug@dougdvorak.com

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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