Useful Advices - Business

First, let’s understand why those calls aren’t being returned. Consider the person at the other end. They are running around with 30 things they need to do, people constantly interrupting them, and

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

deadlines to meet, which they are late for. And Joe Blow calls them and says, “Hey, wanna buy an alarm system? Call me back okay?”. If you were really busy would you call them back? Would you c

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

Examples of combination products may in

all them back AT ALL with that message knowing it’s a sales person?

I’m willing to bet even if the person knows you and is your friend; they still might forget to phone you back. Most people are n

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

ot organized enough to schedule callings.

If you’re in sales or any profession where you have to call people a lot, then you have encountered the voice mail before. So...given all that, it becomes

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

necessary for you to figure out how to get those calls returned, your livelihood depends on it.

Let’s examine some tested and proven ways to get those calls returned shall we?

1.Stop selling and

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

Combination pro

keep it short: I’ve had people leave 2 minute voice mails selling me something. They called maybe 5 times in total...I never phoned them back because I didn’t want to listen to how good of a compan

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

y they were for 2 minutes.

Burn this into your brain: The goal of voice mail is to get them to call you back...period. It’s not to close the sale, not to go on and on about your product, it’s to g

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

t them to pick up the phone and call your number. That’s it...now with that as your number 1 rule in voice mail, you can adapt any of these 5 techniques to your business.

2.Don’t focus on “ME”, fo

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

cus on “YOU”.

No one buys your product or you...they buy a solution to their needs/wants. Listen to your Voice Mail script...how many “I’s, We’s, and Our’s” is there? Unless you are including the

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

prospect in those words, remove as many as you can and replace them with “Your and You’s”.

3.Use their Name: Everyone feels good when they hear their name. It shows respect. Show them respect in

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

their voice mail, and you will likely hear back from them.

4.Call them off hours: If you have their name and extension, phone them at 6am or 9pm. That way, they will call you back during 9-5pm ins

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

Following aspects would a

tead of while you are calling other people...You ever had a call missed from a prospect while you were leaving a voice mail to someone else? It hurts.

5.Be compelling, arouse curiosity: If you sou

dd to the challenges in developing combination products:

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

nd and say what everyone else is saying/doing, then you will be treated like everyone else...ignored.

6.Bonus: make sure you leave your name and number 2 times and slowly. You should repeat your n

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

ame and number SLOWLY because the less the other person has to rewind their VM and try to figure out your name and number, the more you will get called back.

So here are some things that have worke

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

for me and for other people in the sales profession:

1.Appeal to curiosity: “Hi (name), this is (your name). I have some questions about (their company, product or service). You can reach me at

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

(your number). That’s (your name) at (your number). Thanks.”

Make sure you have a few good questions about their company. Lead into your solution as if you were a consultant.

2.Appeal to their

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

Professional from academic institutions, pharmaceutical industries, health care indust

ego: “Hi (name), I need your approval on something. You can reach me at (your number). That’s (your name) at (your number). Thanks.”

3. Appeal to their desire to help: “Hi (name), I need your hel

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

p with something. You can reach me at (your number). That’s (your name) at (your number). Thanks.”

4.Tell them a compelling SHORT blurb about how another company had a problem and your company fi

.

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

xed it.

5.Try this one (I haven’t tested it yet): “Hi (name), I heard that (their company) is having issues with (a problem). I have an idea for you that will likely help you out. You can reach m

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

Companies that provide selfless information through particip

e at (your number). That’s (your name) at (your number). Looking forward to speaking with you later (name).”

Follow those tested strategies and let me know how they work for you.

To your success

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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