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Useful Advices - How to Develop Mega-Credibility For Your Training Institute
Credibility is the foundation upon which your success as a person and as a counselor are built. Your credibility (and the institute's) is taken into consideration by every person who makes any kind of a decision that depends on you in any way.
You need credibility to support your claims in the advertisements or any other claim you make
You need credibility to support your claims in the advertisements or any other claim you make
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
. It is the basic requirement without which nothing can take place. Its absolutely fundamental to build the confidence of a prospective customer.
The prospect is dependent upon you to fulfill your promises. (It may the job guarantee or the modules you promised or the syllabus coverage and the time frame or extra practice sessions.) Bec
The prospect is dependent upon you to fulfill your promises. (It may the job guarantee or the modules you promised or the syllabus coverage and the time frame or extra practice sessions.) Bec
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
ause of the element of risk and fear of failure that is inherent in every buying decision, trust and credibility are essential for the transaction to go forward. The more the customer believes you and your claims; the lower will be his fear of failure and risk.
But to win in an intensely competitive market, you need more than credibili
But to win in an intensely competitive market, you need more than credibili
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ty. You need Mega Credibility. You need credibility that is greater than that of your competitors and here is one of the most
important rules of selling especially as it applies to mega credibility:
"Everything Counts!" "The devil is in the details."
Sales are often made or lost in the first 30 seconds.
There are several areas of Me
important rules of selling especially as it applies to mega credibility:
"Everything Counts!" "The devil is in the details."
Sales are often made or lost in the first 30 seconds.
There are several areas of Me
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ga credibility that can impact the prospect's total impression of you, your institute or course and the idea of doing business with you.
It's absolutely essential to give careful attention to your dress, you grooming and your accessories. Customers remember and record everything and everything counts. The first area where you establish
It's absolutely essential to give careful attention to your dress, you grooming and your accessories. Customers remember and record everything and everything counts. The first area where you establish
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
high, medium or low credibility is in your office appearance, location and the interiors. (You don't have much control over these factors.) However, you can keep the counseling table and area clean, tidy and free of clutter.
Your appearance, your attitude and your personality: First impressions are lasting. You never get a second chan
Your appearance, your attitude and your personality: First impressions are lasting. You never get a second chan
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
ce to make a good first impression. The customer's mind is like quick drying cement. The instant the customer meets you, he begins forming an impression which is very difficult to change later on.
Human beings are very much the same in this one area - We all judge people by the way they look on the outside. You judge other people this
Human beings are very much the same in this one area - We all judge people by the way they look on the outside. You judge other people this
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
way and they judge you. It is useless to insist that people should judge you for your character and personality, and ignore the way you appear.
Every company has a variety of factors about it that contribute to the building of trust and credibility if not mega credibility. It is your job to identify these positive features and point t
Every company has a variety of factors about it that contribute to the building of trust and credibility if not mega credibility. It is your job to identify these positive features and point t
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
hem out to your prospects in the course of your counseling conversation. The first three factors are the size of the company, the years in the business, market share , or known for a particular product or course.
Larger size companies suggest a proven ability to give customers what they want.
Length of the time the company has been i
Larger size companies suggest a proven ability to give customers what they want.
Length of the time the company has been i
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
n business is a positive statement about your ability to serve customers satisfactorily.
Your Company's Market share is also a builder of credibility. E.g. Stating that out of 25 computer companies, Wipro has 50%market share. This percentage is a good reason for your prospect to do business with you. More market share against Your comp
Your Company's Market share is also a builder of credibility. E.g. Stating that out of 25 computer companies, Wipro has 50%market share. This percentage is a good reason for your prospect to do business with you. More market share against Your comp
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
etitors suggests that you are obviously offering a better product or service which has been preferred by more people over the competitor's product.
Giving the number of people trained in your institute over the years can increase the credibility Eg. Stating that you have trained over 4000students who are placed in over 1200+ companies
Giving the number of people trained in your institute over the years can increase the credibility Eg. Stating that you have trained over 4000students who are placed in over 1200+ companies
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
increase the prospect's confidence in you.
Good brochures, handouts, and business cards are a reflection of the kind of company you represent and the kind of products and services you offer.
Customers are sensitive to the visual aspect of your personal and material presentation. Leave nothing to chance. Attractive materials might not
Good brochures, handouts, and business cards are a reflection of the kind of company you represent and the kind of products and services you offer.
Customers are sensitive to the visual aspect of your personal and material presentation. Leave nothing to chance. Attractive materials might not
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
make the sale but poorly presented sales material can very easily kill it.
"Put your best foot forward." Highlight some of the most positive aspects of your company. AT the beginning of the counseling session, you could ask the prospect, "DO you know very much about our company?"
This induces curiosity, which is one of the most powerf
"Put your best foot forward." Highlight some of the most positive aspects of your company. AT the beginning of the counseling session, you could ask the prospect, "DO you know very much about our company?"
This induces curiosity, which is one of the most powerf
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
ul human motivations and this question triggers it immediately like two electric wires coming together to create a spark. With this simple question, you have the prospect's complete attention after he says, "No I don't know very much about your company." Then you can say something like, "Our company is the largest company of its size in
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
our area, with 160 business locations for the past 24 years with 9,000 employees (or whatever) and most of our students enrollment is repeat / referral business Seven Steps Of Relationship Building
The telephone manners as well as the courtesy and helpfulness of the people when the prospect talks to them makes a big difference. They m
The telephone manners as well as the courtesy and helpfulness of the people when the prospect talks to them makes a big difference. They m
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
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
ake very strong impressions on the customer's mind. Being upbeat and optimistic, warm and friendly is of utmost importance.
The most important form of mega credibility which is so powerful, it can compensate for almost any other mistake you make, is of "Social Proof". The average prospect concludes, "If someone else like me has done th
The most important form of mega credibility which is so powerful, it can compensate for almost any other mistake you make, is of "Social Proof". The average prospect concludes, "If someone else like me has done th
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
is course from here, then it must be a good idea for me to do it as well. SO showing testimonials or better still, getting the prospects talk to a past successful student, will boost your credibility highly.
To minimize the inherent risk in the prospect's mind, of buying of investing in the course, let him know that many other people h
To minimize the inherent risk in the prospect's mind, of buying of investing in the course, let him know that many other people h
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ave satisfactorily done it and are happy with their choice.
Testimonial letters are the fastest way to build credibility among skeptical prospects. Testimonials of satisfied customers are so powerful that they cut through the clutter right to the heart of the decision. They make it clear that it is a good and safe product to buy. A go
Testimonial letters are the fastest way to build credibility among skeptical prospects. Testimonials of satisfied customers are so powerful that they cut through the clutter right to the heart of the decision. They make it clear that it is a good and safe product to buy. A go
.
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
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
od testimonial letter, list of satisfied customers and / photos can overcome 90% or more sales resistance that a prospect might have in dealing with you and your company. You should collect them as a regular part of your activity and use them at every opportunity.
These are the seven proven, tested steps to relationship building. They
These are the seven proven, tested steps to relationship building. They
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
have been around since Dale Carnegie wrote "How to Win Friends and Influence People many decades ago and even before that The emotional element of caring is so powerful that it can often overwhelm concerns about price, relative quality, deliverability, size of company in market, and so on.. They have always worked, and they always will.
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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