Useful Advices - Business

If you are in business in any capacity, you’ve made cold calls. If you’ve had to call anyone out of the phone book for any service whatsoever, you’ve made a cold call.

So why are cold calls so HARD for people to make? How come people DRED making cold calls an

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

d how come there are sales classes and books dedicated directly to Cold Calling?

I’ve been in a training class all week to learn the new company’s policies and procedures. Part of what we’re doing also is learning about sales. This part for me is the easy par

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

Examples of combination products may in

but for many in the class, it’s the most intimidating. One of the women shared with me that she is extremely uncomfortable talking with people she doesn’t know.

I told her to FAKE IT UNTIL YOU MAKE IT.

Seriously, getting a script and following by that is a

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

ood thing to do, as LONG as you aren’t READING and don’t sound like a telemarketer. That is why people hang up on people, because they sound like a telemarketer.

Here is a cold call that insures that you’ll be hung up on:

Jim: “Who is the Director of Market

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

ing” Receptionist: “May I ask who is calling?” Jim: “This is Jim” Receptionist: “Jim who?” Jim: Jim Smith Receptionist: And what company are you with? Jim: XYZ Company Receptionist: “May I ask what this is in reference to?” Jim: “It’s a confidential m

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

Combination pro

tter.” Or “it’s a time sensitive matter”

Possible hang up here or: Receptionist: “Well he’s not in, you’ll have to leave a message” Jim – hangs up

It’s not so hard people!! Don’t make it so hard. First of all, why are you hiding? If you truly have great

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

nformation and a wonderful service, people are going to recognize that. If you DON’T have a valuable service and professional product, then get out of the business until you find one!

I also know that people discriminate if your voice sounds different from 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

eirs. If you have an accent of ANY kind, then you better be one of the most FRIENDLY people on the planet, because people are going to discriminate against you. If you are a New Yorker calling the south, people are going to think you are an outsider. If you ar

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

a southerner calling New York, then you BETTER speak fast. If you are African American and have your cultural accent, then you BETTER speak CLEARLY and professionally. If you are of foreign decent, then speak SLOWLY and call with a SMILE on your face.

I do h

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

ve a word for people with accents. If you are working on a phone job, then you would do best to work to minimize your accent. My husband is from Brooklyn and we worked for a LONG time to temper his thick accent. There were certain words that were distinctly Ne

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

York, such as “Yesterday”. He pronounced that as “Yes-Ta-Day” Another one was “Dollar”. He pronounced it as “Dolla”

Additionally, if you have a foreign name, it’s going to be natural for people to avoid developing a relationship with you because they are go

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

Following aspects would a

ing to forget your name. If you have a foreign name AND an accent, the average response to you is going to be much worse than if you have a typical American name.

I’m not trying to hurt anyone’s feelings, I’m just stating a fact. You are going to have to be 1

dd to the challenges in developing combination products:

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

x better than your average competitor. Because cold calling is about establishing relationships and it’s much easier to establish a relationship with someone more like yourself.

Here is a good typical cold call:

Jim:“Good morning! This is Jim! Who am I spea

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

ing with please? Receptionist- “this is Sue, may I help you?” Jim: Hi Sue! Yes, I’m looking for the Director of Marketing.. could you please tell me who that is?” Receptionist ‘That is Randy Rawls” May I connect you? Jim: “Great. Thanks Sue. Have a g

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

reat day” Receptionist- “You too!”

People want to help people.. IF they are nice people. If they sense that someone is a waste of time, then they are going to screen your calls and NEVER help you. If you aren’t nice or pleasant to the “gatekeeper” then you’l

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

have problems down the road.

There is a difference of opinion in this of course. There are some people who make phone calls who try to “trick” the gatekeepers or just try to get around them. I think the majority of them are smart and just doing their job whe

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

Professional from academic institutions, pharmaceutical industries, health care indust

they get phone numbers instead of connecting the calls.

My best advice is that they can help more than they can do anything else, and that making them your advocate is the smartest thing you can do.

Cold calling is nothing more than meeting new individuals

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

to see which companies are the best match for what you are selling. People are on the other end of the phone and so the same things apply when meeting friends. People want to be liked. People want to help. People want to be good to other people. People like he

.

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

ring their name.

Cold calling can be fun if you let it. Just remember that when people solicit you at home, you may not always be the nicest; so do your best to understand others when you are on the other side. Be as warm and friendly as possible. Relay a se

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

Companies that provide selfless information through particip

se of confidence, that you have a product or service that can really help.

Then, when you get the client on the phone, do it all over again.

Then make another call, and do it again. And again, and again and again.

For some of us, the cold calling never ends

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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Your cashflow problem can be solved if you know what to do. And we got the sollution, all you have to do is implement it in your business. Your gains can be as high as 175% and up. Clicks can be huge amount of time waist were you keep lozing money all the time.

Consistency in communication can influence client retention. Do you want to keep your best clients? Avoid sending mixed signals.

Whilst there is a lot of lip service given to innovation, the reality is that it often results from competitors making significant gains – competitors who themselves have had to be innovative to challenge existing market leaders. Good examples are i) New Coke, forced into action when it lost market share to Pepsi and ii) IBM forced to change as a result of Microsoft.

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