Tags |
|
|
Links |
|
|
Digg It - Follow Up And Turn Prospects Into Clients
How long does it take to get a client? First, the client has to become aware that we exist, and then that we can solve his problems with our products or services. That gr
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
owth of awareness is a slow process. It takes time.
Let's say you've just sent out a batch of 200 letters, introducing yourself to businesses in your state.
You wait, h
Let's say you've just sent out a batch of 200 letters, introducing yourself to businesses in your state.
You wait, h
; 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
appily anticipating at least a few phone calls.
Nothing.
You must follow on the 200 letters you sent out. They were simply an introduction.
If someone tells me they se
Nothing.
You must follow on the 200 letters you sent out. They were simply an introduction.
If someone tells me they se
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
t out 200 letters, I know they should have managed to collect from two to five new clients from the exercise. No excuses. Marketing is a numbers game, and worst case scen
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ario, if you send out 200 letters, and follow up diligently, you will get at least two new clients.
Where most businesses let themselves down is in the following up proc
Where most businesses let themselves down is in the following up proc
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ss. They either don't follow up at all, or they follow up in a hit or miss fashion. They fail to even attempt to build a relationship with prospective clients. It's amazi
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
ng that some of these businesses survive at all.
I'm as guilty of this as everyone else. I get busy too, and let follow-up activities slip. However, if I send out a new
I'm as guilty of this as everyone else. I get busy too, and let follow-up activities slip. However, if I send out a new
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
mailing, I make a real effort to follow the process through, because I know if I don't, I've just wasted the time and the postage it took to make that mailing.
=> How to
=> How to
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
follow up
Here's how to follow up:
1. Have a marketing goal for each month. For example, my marketing goal this month is to get five new clients, and follow up with cli
Here's how to follow up:
1. Have a marketing goal for each month. For example, my marketing goal this month is to get five new clients, and follow up with cli
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
ents I haven't heard from for a year. It's important to have this kind of over-arching marketing goal each month, because it helps you to gain perspective. Each mailing,
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ach phone call and each e-mail message isn't as important as the overall picture, the amount of persistent marketing you do each day, week, and month.
2. The process beg
2. The process beg
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
ins. You send out your mailing of 200 letters.
3. A week later, follow up with phone calls. Making all the calls, including getting back to the people who didn't answer
3. A week later, follow up with phone calls. Making all the calls, including getting back to the people who didn't answer
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
the phone because they were in a meeting, on vacation, or whatever will take you another week.
4. Send out material to those who requested it.
5. A week later, follow u
4. Send out material to those who requested it.
5. A week later, follow u
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
with the people you sent material to.
6. A month after the initial mailing, send another mailing to everyone from the original 200 who expressed any interest at all, no
6. A month after the initial mailing, send another mailing to everyone from the original 200 who expressed any interest at all, no
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
matter how slight that interest was.
7. A month after that, send out another mailing, or make phone calls to ALL the prospects who were interested from the first mailin
7. A month after that, send out another mailing, or make phone calls to ALL the prospects who were interested from the first mailin
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
. This means that you've contacted the responsives from the 200 you sent the original mailing to at least THREE times.
8. Six months after the first mailing (it's now th
8. Six months after the first mailing (it's now 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
ree months since they heard from you) follow up with another mailing.
9. Three months later, follow up again.
How many clients will you get from that original mailing o
9. Three months later, follow up again.
How many clients will you get from that original mailing o
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
f 200? My guess, over 12 months, you'll get at least TEN. Twenty would be excellent. (Remember that from two to five is the very least you'll get.)
Now, let's imagine th
Now, let's imagine th
.
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 over the next two years, each of those ten clients spends $500 with you. Conservatively, that's $5000 from one mailing to 200 prospects.
It's also $5000 you won't earn
It's also $5000 you won't earn
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
unless you work on building relationships by following up with your prospects. So when you send a mailing, remember that you need to follow-up. That's where the money is
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggit.org.ua/article/28792/diggit-Follow-Up-And-Turn-Prospects-Into-Clients.html">Follow Up And Turn Prospects Into Clients</a>
BB link (for phorums):
[url=http://www.diggit.org.ua/article/28792/diggit-Follow-Up-And-Turn-Prospects-Into-Clients.html]Follow Up And Turn Prospects Into Clients[/url]
Related Articles:
Identity Theft Prevention Tips
Problem-Solving Success Tip: Measure
Bookmark it:
|