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Digg It - Contact Management: Gain Control of Your Marketing Efforts and Assure a Steady Flow of Clients
When it comes to marketing, do you ever feel like you are at the mercy of the tides – following up on a referral here, chasing a lead there and more often than not ending up battered and bruised by the rocks along the shoreline? There is a simple solution. It is a solution that will put you in control of your marketing efforts and help assure a st
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
eady flow of prospective clients: develop and use a contact management database.
Now what could be simpler? And if you invest in developing your database, like an investment in a great stock or mutual fund, your return will be many times the initial investment. As with most things knowing what needs to be done is simple. Actually doing them or
Now what could be simpler? And if you invest in developing your database, like an investment in a great stock or mutual fund, your return will be many times the initial investment. As with most things knowing what needs to be done is simple. Actually doing them or
; 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
oing them successfully is a little bit more complicated. That is why so many of us have contact management databases like ACT! or Goldmine installed on our computers with nary a name entered in while we continue to be tossed about helplessly like a seashell in the marketing tide.
Gain control of your marketing efforts now!
Set-up a contact
Gain control of your marketing efforts now!
Set-up a contact
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
management database – Pick a program – ACT! and Goldmine are popular contact management databases. Outlook may even work if you’re just getting started. And coaches should definitely explore Client Compass www.clientcompass.com, a customized business management software including a client and prospect database, developed for coaches by coaches.
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
alk to other people in your line of business to see what they are using and what they like and dislike about the program. Give some thought to how you might use the database and what types of information you want to collect.
Here are some general things to consider as you start this process:
• Have one list. Setting up multiple lists for example
Here are some general things to consider as you start this process:
• Have one list. Setting up multiple lists for example
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
one with everyone you met at one networking event, another with names from a second networking event and a third from a mailing list you purchased leads to duplicates that at best needlessly increases costs and at worst irritates your prospective clients with duplicate mailings. Be especially careful of this when doing mass e-mailing.
• Set-up fie
• Set-up fie
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
ds so contacts can be sorted in multiple ways. For example, you would want to include fields for the source of the name; the type of business the individual is in; which of your products/services they are most likely to be interested in; and whether they are a suspect, prospect, potential referral source, current client, past client, etc.
• Determ
• Determ
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
ne other purposes for which you may want to use the database. Client Compass for example has a multitude of functions helpful to managing a coaching practice including client and prospect information tracking, coaching call summaries, administration, marketing and invoicing. There's even a credit card billing option. Goldmine can be used to track
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
oth opportunities (proposals that you might have out and the status of the proposals) as well as active projects – especially helpful for consulting projects where multiple people may be involved.
• Be sure you can easily use the names for direct mail and e-mail purposes. The database program should have the capability to do merge mailings and e-m
• Be sure you can easily use the names for direct mail and e-mail purposes. The database program should have the capability to do merge mailings and e-m
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
ils to selected groups or the ability to export to other programs such as Excel so mail merges can be accomplished.
Invest in the technology and the assistance necessary to set-up a functional database system because this is one of the most valuable tools in constructing an effective marketing program.
Feed the database on a regular basis. The be
Invest in the technology and the assistance necessary to set-up a functional database system because this is one of the most valuable tools in constructing an effective marketing program.
Feed the database on a regular basis. The be
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
t designed database with all the latest technological bells and whistles is useless if it doesn’t have any names in it. The primary objective of much of your promotional efforts should be obtaining contact information for individuals who fit the profile of your target customer. You can then enter this information into your database and begin the r
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
lationship development process with these individuals.
So how can you feed your database?
• Networking. When you are networking be sure to ask for the cards of the people you meet who could be prospective customers. In fact, it is much more important to obtain their card than it is to give them your card.
• Speaking. When you speak or
So how can you feed your database?
• Networking. When you are networking be sure to ask for the cards of the people you meet who could be prospective customers. In fact, it is much more important to obtain their card than it is to give them your card.
• Speaking. When you speak or
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
o presentations be sure you have a mechanism for obtaining the names of the people in attendance. A door prize is one good way to do this.
• Writing. If you write articles be sure to invite readers to your website to sign-up for your regular newsletter or a free guide.
• Direct mail and advertising. With a few exceptions, the goal of direct mai
• Writing. If you write articles be sure to invite readers to your website to sign-up for your regular newsletter or a free guide.
• Direct mail and advertising. With a few exceptions, the goal of direct mai
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
or advertising should not be to make a sale. It should be to obtain contact information so you can continue to market to those individuals who have shown an interest in your services. Therefore your promotional pieces should be designed to get a maximum number of people with even a slight interest in your services to provide you their contact inf
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
rmation. Giving away a free guide is one excellent way to accomplish this.
Obviously once you have contact information it must be entered into the database. The 500 cards you collected through networking activities last year aren’t doing much good wrapped in a rubber band lying in desk drawer. If you get even a few business cards a week that nee
Obviously once you have contact information it must be entered into the database. The 500 cards you collected through networking activities last year aren’t doing much good wrapped in a rubber band lying in desk drawer. If you get even a few business cards a week that nee
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
to be entered into the database it is well worth an investment in a card scanning program such as CardScan. Be sure the program you select allows export of the contact information to the contact database program you will be using. In fact, a program like CardScan could serve as the primary contact management system if you are just getting started
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
If adding names to your database is something you just never seem to get done the investment in some administrative support to accomplish this task can pay off handsomely.
Consistently nurture the names in the database. A great database with hundreds or even thousands of names in it is useless unless you actually have contact with the names in t
Consistently nurture the names in the database. A great database with hundreds or even thousands of names in it is useless unless you actually have contact with the names in t
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
e database. This is a topic for another article or even a whole book. At a minimum there should be follow-up with every contact shortly after you receive their contact information (i.e. a note or e-mail to someone you met at a networking event within a few days of meeting them) and regular, planned contact with them at least monthly going forward.
.
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
With today’s technology much of this can be automated.
Protect this valuable asset. Your contact database is one of your most valuable assets. Be sure you protect it. Do regular back-ups and store these back-ups off site. For about the cost of a week’s worth of Starbuck’s coffee you can have all of your files backed up automatically each night
Protect this valuable asset. Your contact database is one of your most valuable assets. Be sure you protect it. Do regular back-ups and store these back-ups off site. For about the cost of a week’s worth of Starbuck’s coffee you can have all of your files backed up automatically each night
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
and stored on a remote server. What would be the cost of replacing your contact database?
Get your feet planted solidly in the sand. Invest in developing, maintaining and using a contact management database to harness the power of the marketing tides and generate the leads you need to grow the business of your dreams.
© 2005 STRATEGIES-BY-DESIGN
Get your feet planted solidly in the sand. Invest in developing, maintaining and using a contact management database to harness the power of the marketing tides and generate the leads you need to grow the business of your dreams.
© 2005 STRATEGIES-BY-DESIGN
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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