Useful Advices - Business

Most artists would rather cut off their right arm then engage in the entrepreneurial dance we call selling. For many, selling seems like a forced an uncomfortable me

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

ans to an end. Remember, there is a connection between how you sell and how much you sell! If we reframe the selling process we can develop a sales cycle that fits

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

Examples of combination products may in

ur personality and isn’t offensive to the buyer. The sales cycle consists of the 3 C’s in the artist toolkit: confidence, conversation and community.

Confidence

Co

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

nfidence is imperative for success. Are you willing to engage in practices that expose you as a person and as an artist and as a solopreneur? On a scale of 1 to 10

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

ow would you rate your confidence level? It may be best to give yourself a score for each of the following categories and then take an average: Creative Vision; Tech

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

Combination pro

nical Ability; Sales Skill and Marketing and Promotion. This is the baseline so you can measure your progress. Just think, if you were to increase your score by one

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

in each category what would that look like? How would it manifest when you engage your ideal customer? Keep focused on the fact that you control your confidence lev

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

el. It needs to be an internal process not something that spins like a weathervane in a windstorm. Become committed to yourself and your art. People are always ama

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

ed when you are not only the sales person but the creator of the art. They are in awe, so leave the fear behind; it’s usually the customer who is intimidated by your

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

talent, soak up the good vibes and claim your work and your life as an artrepreneur.

Conversation

How can something as simple as conversation be an effective sales

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

tool? When you come in contact with a potential customer we engage in a relationship ritual, courting. Potential customers want to know you. When they show your wo

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

Following aspects would a

rk to friends, family and colleagues they like to be able to tell a story. The story they tell is about you, the artist.

I’m not suggesting that the conversation be

dd to the challenges in developing combination products:

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

scripted. Conversation is an art, and as an artist you should make it part of your toolkit. I recommend Debra Fine’s, The Art of Small Talk. Her tips will give you

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

the edge you need to invite prospects to become a customer. The added advantage is that these customers you’re creating a relationship with are more likely to buy f

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

om you again in the future. Think of your sales process and conversation as one ongoing cocktail party. It should be fun for you and them!

Community

Ever wonder w

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

hy the airlines created club rooms and special lounges for loyal customers? These are the tenets of building community. Customers like to feel as if they are part o

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

Professional from academic institutions, pharmaceutical industries, health care indust

your inner circle, so make them feel this way as part of your sales cycle.

Honor your customers as part of your community with personalized invitations to openings

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

and events. Have an annual function for customers only, it doesn’t have to be at the Ritz, invite them to your studio. Inviting them to your studio gives them an op

.

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

ortunity to connect more solidly with you, while being part of a private showing. Customers like to be invited to pass through the velvet ropes, like a VIP lounge.

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

Companies that provide selfless information through particip

Sales doesn’t have to be difficult or tedious. You can create a process that fits your personality and your market. You’re art gives people joy…let’s spread the joy

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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People advertise in many different ways to attract specific audience. Some of them use TV and radio broadcasts, some- newspapers, others- billboards and neon lights. But advertising inflatables are gaining up speed in the business world. Advertising using inflatables can be cheaper than any other way to show to the world. Many small firms with thin advertising budget prefer using advertising inflatables, as they are inexpensive and quite affordable…and, what is more, they WORK!

We have all been in the position of looking for a job, changing careers, etc. It is time consuming and patience challenging. We apply for job after job and never seem to get what we want even though we see people around us that always seem to get the job they want.

Good reasons why you should plan your envelope with the same care as the design and copy.

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Useful Advices - 3 Secrets of Selling for Artists

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