Useful Advices - Business

One marketing guru explained the situation of lead generation by telling me I can't give you 1 marketing route that can get you 30 new leads, but i can give you 30 new marketing routs that can get you 1 new lead.

This is the grea

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

t secret of sales process. The process once established will keep churning the market potential for you. It will enable you to run your sales team whilst the generation of new leads from your marketing efforts continues in the bac

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

Examples of combination products may in

ground

Let me give you an example. Most companies have a web site, but they do not use the marketing effectiveness of this web site to generate leads. Most companies also have some sort of database, it might be inflexible and you

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

may have requirements that it does not fulfil, but it captures data. How can you use this resource to become some of the 30 new channels that will generate you 1 new lead.

The answer not surprisingly is by developing several pro

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

esses within your daily work.

Process 1.You need to qualify all the prospects on your database with email addresses. This is the cheapest way of keeping in touch with your customers. It is none threatening and none invasive, if t

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

Combination pro

ey do not want to see your information they can simply delete your email. In a further white paper we will discuss how to generate quality strap lines, the element that your customer will see in their in box, but for now lets assu

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

me you have one.

Process 2. You need to make an area of your web site that is of interest to your customers. By this I do not mean telling them everything they ever wanted to know about you. It may come as a surprise but your cus

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

omers or prospects are not really interested in you, they want information on a problem they have. How to build web sites that give a customer or prospect what they want will be discussed in another white paper , but for now lets

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

assume you have an area of your web site that that is easy for your customer to navigate, gives them free information, and collects contact details.

Process 3. You need to get hold of contact management software, this is fairly c

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

eap and completely automates your management of inbound enquiries from either customers or prospects until they are at the stage of needing sales visits or to place orders. It also stores the details of the people who have visited

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

your site and shown interest in your products. There is, of course a white paper dealing with this. You may now be thinking how much expertise do we get for free here.

Process 4. By combining the 3 steps above you generate market

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

Following aspects would a

ing channels that encourage your customers or prospects to contact you WHEN they have a requirement. You can now

Find out what opportunities exist within your existing database when you clean it up to add the email addresses. Thi

dd to the challenges in developing combination products:

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

gives you access to all your accounts, how long ago was it that you did this.

Utilise your website to generate traffic. You can either refer traffic to your site by sending an outbound email to your customers with a link to a sp

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

ecific web page with some special information free. You should not at this stage try to sell them something, people will only buy from the internet if they have gone onto it in the first place to purchase something. See white pape

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

on internet web site rules.

Have your web site optimised to get you in the top 3 against your relevant search terms. (the terms your customers would use to find your products) or generate a pay per click advertising campaign on

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

earch engines. See the write up on Google advertising within the news and views section of the members area of the ISS web site.

Remember you are now receiving contacts from people who WANT something. This process change has open

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

Professional from academic institutions, pharmaceutical industries, health care indust

ed the door to setting up at least 6 of your 30 continuous marketing campaigns that develop qualified leads. This whole process can be targeted, measured and initiated at the click of a button. It costs a fraction of the normal co

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

ts associated with the marketing effort of most companies and it delivers instant results.

You could add to the list above with:
Newsletters
Free White Papers
Members area within your web site
Auto responder s

.

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

oftware
Industry Forum to exchange views
Standards & legislation information
RSS feeds

And many more. By developing sales process you are in effect running 30 different marketing campaigns simultaneously that are s

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

Companies that provide selfless information through particip

en by your customer or prospect as a real benefit to them. Simply by following this white paper you have developed 13 new channels for little cost. Channels that work for you, only delivering qualified prospects who want something

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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Useful Advices - How To Generate Pre Qualified Leads For Your Sales People

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