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Useful Advices - Selling More With A Two-Step Approach
In today’s competitive business world where consumers are being hit with literally hundreds of sales messages every day the hit and run or one shot sales approach doesn’t work. Because of the Internet consumers have more choices than ever before. Consumers today want more information. They want to be educated about y
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
our product or service. They want to be consulted not sold. You have to build a relationship to make the sale.
Before you can actively sell to someone, you first have to drop down or move up to his or her comfort zone. You can’t always get the sale with the first contact you have with the prospect. It’s often more p
Before you can actively sell to someone, you first have to drop down or move up to his or her comfort zone. You can’t always get the sale with the first contact you have with the prospect. It’s often more p
; 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
ractical to stair-step your way to get sales, much like a canal uses a series of sequentially and progressively raised locks that float a ship through it.
You should use a two-step approach to all your selling. You need to use non-threatening, big-promise, and lead-generating ways to induce your prospects to buy. Fo
You should use a two-step approach to all your selling. You need to use non-threatening, big-promise, and lead-generating ways to induce your prospects to buy. Fo
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
r example, you could run an ad or a commercial offering a special demonstration or a free trial offer for something just for visiting your store or office. Or a simple, irresistible, introductory price on some extremely desirable product or service.
Two-stepping is a sales process that can be utilized in many differ
Two-stepping is a sales process that can be utilized in many differ
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ent ways. In the purest sense, it is the process of generating leads and then converting them into sales. The first thing you do is run an ad, send out a letter, or an e-mail promoting your product or service to qualified prospects, and get them to respond in person, by phone, or by personally coming into your place
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
of business. This process allows you to identify the people who are the most qualified and interested in your product or service.
Once you’ve identified your best prospects, then your selling process begins. They have an acknowledged interest. They’re saying they can use your product or service. They’re interested a
Once you’ve identified your best prospects, then your selling process begins. They have an acknowledged interest. They’re saying they can use your product or service. They’re interested a
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
nd want to know more about your product or service.
Now, you’ve got to cultivate and convert them into customers. You can do this in a number of ways. For example, if the prospect has contacted you by mail, telephone, or e-mail you could give them an extensive sales presentation over the phone followed up by a lette
Now, you’ve got to cultivate and convert them into customers. You can do this in a number of ways. For example, if the prospect has contacted you by mail, telephone, or e-mail you could give them an extensive sales presentation over the phone followed up by a lette
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
r that reiterates the offer, answers all their questions, and attempts to close the sale.
If you have a Web site (and every business should), you could have them sign up for your free newsletter or consultation. This allows you to easily capture their name, address, phone number, and e-mail address so that you can f
If you have a Web site (and every business should), you could have them sign up for your free newsletter or consultation. This allows you to easily capture their name, address, phone number, and e-mail address so that you can f
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ollow up by telephone, letter, or e-mail and then add them to your prospect list.
In most of your marketing, two-steps are really multi-steps, because you generate and identify a qualified lead and then begin a process of continual nurturing that may entail a sequence of four, five, or even ten different follow-up e
In most of your marketing, two-steps are really multi-steps, because you generate and identify a qualified lead and then begin a process of continual nurturing that may entail a sequence of four, five, or even ten different follow-up e
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
vents. These events could be an expansive call, followed by a letter, then another letter, and even another letter. This process is simply continuing to educate and build the relationship with your prospect.
Keep in mind, that the more expensive and complex the purchasing decision is, the more nurturing you will hav
Keep in mind, that the more expensive and complex the purchasing decision is, the more nurturing you will hav
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
e to be, the more questions you will have to answer, the more powerful case you will have to make, and the more credibility you will have to establish. Most of the time it takes more than a simple one or two-step process. It’s a multiple step process.
Many businesses sell products or services at a very modest price
Many businesses sell products or services at a very modest price
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
just to qualify people. For example, some businesses will sell introductory quantities of a product just to get a prospect. That’s a good first step. The next step is building the relationship so that the business can get them to make a larger unit of purchase.
Two-step selling can be used in many different ways. Fo
Two-step selling can be used in many different ways. Fo
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
r example, you could run ads to get people to come into your store which is the first step. The next step is selling them. You could send out letters to get people to contact your business for more information. You could hold free seminars, offer free lessons, or other training events, where you have an opportunity t
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
o qualify them as prospects. When the event is over, you can either offer them a special proposition, or you can offer to send them more information and continue to build the relationship.
Your company’s stability is very important when you’re trying to convert a prospect to purchase an expensive product or service.
Your company’s stability is very important when you’re trying to convert a prospect to purchase an expensive product or service.
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
This is why many times multiple communications are actually a selling process, because it conveys and establishes your dependability, stability, and trustworthiness. It tells people you won’t simply “hit and run.” Studies show that many people will look for the stability in a company based on how it communicates wit
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
h them over time. And they use this as an important criteria on whether to buy.
Your purpose in selling should always be to suggest first. By suggesting instead of selling you will be able to bring more qualified prospects to your business. Too many businesses try to slam-dunk or one-shot approach. This is out of yo
Your purpose in selling should always be to suggest first. By suggesting instead of selling you will be able to bring more qualified prospects to your business. Too many businesses try to slam-dunk or one-shot approach. This is out of yo
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
ur prospect’s perceived comfort zone. You need to test more compelling and less threatening offers as opposed to the one-shot, all-encompassing ones.
People don’t want to be threatened. They are uncomfortable being asked to commit to purchasing something they’re not sure they want or believe they can afford.
Always
People don’t want to be threatened. They are uncomfortable being asked to commit to purchasing something they’re not sure they want or believe they can afford.
Always
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
test different two-step offers. Call a prospect, follow up with a letter, then send out some informative materials and some educational offers. Then, follow up again with another call. It would be a good idea to let them sample your product or service with a guarantee that costs them very little. Ultimately you will
.
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
win the prospect over to a higher-priced product or service.
Keep in mind, if you induce hundreds or even thousands of people to show an interest in your product or service or make an initial modest purchase, you’ll end up nurturing hundreds or even thousands of customers who will buy from you over and over again.
Keep in mind, if you induce hundreds or even thousands of people to show an interest in your product or service or make an initial modest purchase, you’ll end up nurturing hundreds or even thousands of customers who will buy from you over and over again.
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
Always try to achieve your sales goals by using a series of progressively more encompassing, small, and non-threatening steps. If you do, you’ll sell a lot more people more easily, and a lot more of your marketing will work for you.
Copyright© 2005 by Joe Love and JLM & Associates, Inc. All rights reserved worldwide
Copyright© 2005 by Joe Love and JLM & Associates, Inc. All rights reserved worldwide
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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