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Useful Advices - To Confirm or Not to Confirm?
Do you confirm every prospect appointment before you head out the door?
Or…
Do you not confirm, believing that it gives your prospect an “out?”
Far too many coaching clients, workshop participants and readers have said to me, “If I confirm the appointment it g
Or…
Do you not confirm, believing that it gives your prospect an “out?”
Far too many coaching clients, workshop participants and readers have said to me, “If I confirm the appointment it g
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
ives them a chance to get out of it.” Let’s examine this statement and the beliefs that go with it.
The above statement implies that the scheduled appointment is something that, given a choice, your prospect would avoid. This must mean, therefore, that you someh
The above statement implies that the scheduled appointment is something that, given a choice, your prospect would avoid. This must mean, therefore, that you someh
; 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
w tricked or manipulated your prospect into agreeing to the appointment in the first place. Now on reflection, your prospect could only want to bolt.
If you had to trick your prospect to schedule the meeting, the meeting itself must not have any real value. It l
If you had to trick your prospect to schedule the meeting, the meeting itself must not have any real value. It l
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ogically follows then, that the agenda for the meeting, your products or services, you and your time also have no value!
Well, that’s demoralizing!
If, however, you truly believe that your product or service has value, if you have done your homework, targeted y
Well, that’s demoralizing!
If, however, you truly believe that your product or service has value, if you have done your homework, targeted y
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ur market and are calling on qualified prospects then there is no reason that a prospect should want to avoid meeting with you. It is time to change some of your beliefs about the meeting. If a prospect schedules an appointment with you, that means they are inter
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ested in talking about what you have to offer!
And here’s another thought: Do you really want to spend your time racing around your territory to meetings with prospects who don’t show?
I’ve had some sales professionals tell me that when a prospect stands them u
And here’s another thought: Do you really want to spend your time racing around your territory to meetings with prospects who don’t show?
I’ve had some sales professionals tell me that when a prospect stands them u
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
, they like it, because the prospect then feels guilty and “owes them.” These sales professionals believe that their prospects will meet with them because of that sense of guilt. And perhaps some do. But barring a last minute emergency that takes a prospect away
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
unexpectedly, someone who stands you up once, will more than likely have no qualms about standing you up again. This “guilt” approach goes hand-in-hand with the belief that prospects must be tricked or manipulated into meetings.
So here’s a better approach: Chan
So here’s a better approach: Chan
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
e the way you think about prospect meetings and confirm them! Call your prospect the day before or early the morning of the appointment. Try to reach the prospect directly. Say:
“I’m calling to confirm our brief meeting tomorrow (or later today) at (fill in the
“I’m calling to confirm our brief meeting tomorrow (or later today) at (fill in 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
time.)”
(The use of any of the following sentences is optional.) “I’ve put together those samples we discussed.”
“I’ve given a lot of thought to your situation.”
“I have some very interesting ideas to share with you.”
“I’m looking forward to meeting you.”
If
(The use of any of the following sentences is optional.) “I’ve put together those samples we discussed.”
“I’ve given a lot of thought to your situation.”
“I have some very interesting ideas to share with you.”
“I’m looking forward to meeting you.”
If
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
your prospect says the agreed upon meeting time no longer works, reschedule immediately! Otherwise, you now know that when you show up tomorrow or later the same day, your prospect will actually be there! (Do make sure that your prospect has your phone number so
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
hat they can reach you if something unexpected does happen.)
If you are not able to reach your prospect directly, and if your prospect has a secretary, ask her if she keeps the prospect’s calendar. If she does, you can confirm with her. If she does not, deputize
If you are not able to reach your prospect directly, and if your prospect has a secretary, ask her if she keeps the prospect’s calendar. If she does, you can confirm with her. If she does not, deputize
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
her. Give her your name and phone number and say: “I’m calling to confirm my brief meeting tomorrow at (fill in the time) with Ms. Prospect.” Ask her to speak with the prospect for you and then call you back to let you know that the meeting is on.
If you are no
If you are no
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
able to reach a human being leave the following message on your prospect’s voice mail:
“Hello, Ms. Prospect. This is (fill in your name) from (fill in your company name.) My phone number is (your phone number goes here.)”
“I’m calling to confirm our brief meet
“Hello, Ms. Prospect. This is (fill in your name) from (fill in your company name.) My phone number is (your phone number goes here.)”
“I’m calling to confirm our brief meet
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
ing tomorrow at (fill in the time.)”
(The use of any of the following sentences is optional.) “I’ve put together those samples we discussed.”
“I’ve given a lot of thought to your situation.”
“I have some very interesting ideas to share with you.”
“I’m looking
(The use of any of the following sentences is optional.) “I’ve put together those samples we discussed.”
“I’ve given a lot of thought to your situation.”
“I have some very interesting ideas to share with you.”
“I’m looking
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
forward to meeting you.”
Please be good enough, to give me a call back and let me know that tomorrow at (fill in the time.) still works for you.”
“And again, this is (fill in your name) from (fill in your company name.) My phone number is (your phone number goe
Please be good enough, to give me a call back and let me know that tomorrow at (fill in the time.) still works for you.”
“And again, this is (fill in your name) from (fill in your company name.) My phone number is (your phone number goe
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
s here.)”
Most prospects will call you back, either to confirm or to reschedule.
Over the past years, many, many coaching clients, workshop participants and readers have asked me about differentiating themselves from the competition. This is one way to do it. B
Most prospects will call you back, either to confirm or to reschedule.
Over the past years, many, many coaching clients, workshop participants and readers have asked me about differentiating themselves from the competition. This is one way to do it. B
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
confirming your appointments you are setting yourself up to be viewed by your prospects and customers as an expert and a professional. You are a consultant, like any consultant your time is valuable and your prospects will see that if you conduct yourself in tha
.
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
t manner. Far too many sales professionals allow themselves to be treated poorly, feeling perhaps, that it comes with the territory. It doesn’t have to.
Confirming appointments is a far better use of your selling time. A prospect who will not meet with you, is n
Confirming appointments is a far better use of your selling time. A prospect who will not meet with you, is n
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
t a qualified prospect! Those prospects who do cancel and are unwilling, for whatever reason, to reschedule are doing you a favor. They are saving you the time and energy you would have spent going to see them, following up with them and then not selling anything
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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