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Digg It - Words that Sell
We all know the English language contains hundreds of thousands of words. But did you know that only 21 of them can easily sell your clients? Yes! It’s true. When you know what these proven words are and how to use them to your company’s benefit, you’ll save both time and money when selling to prospects. In fact, once you m
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
aster the use of these 21 words, your business will quickly get the results it deserves. (Hint: this paragraph contains 10 of the 21 words. Did you spot them all?)
What’s in a Word?
The exact words you use in your company’s marketing materials can make the difference between success and failure. Choose the right words and
What’s in a Word?
The exact words you use in your company’s marketing materials can make the difference between success and failure. Choose the right words and
; 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
your prospects will find you and your company irresistible. Choose the wrong words and you’ll spend most of your time convincing prospects to do business with you. Why waste your time selling prospects on your products or services when you can let strategically written marketing pieces do the work for you? When it comes to
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
writing marketing pieces, your word choices do matter.
Following are the top 10 of the 21 words that sell. Use them wisely and watch your marketing response rates soar.
The Top 10 Words that Sell
1. You/your – “You” is the most powerful word in the English language. It’s more powerful than the word “money;” it’s more pow
The Top 10 Words that Sell
1. You/your – “You” is the most powerful word in the English language. It’s more powerful than the word “money;” it’s more pow
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
rful than the word “sex.” Prospects want to feel as if you’re talking to them directly, and the word “you” accomplishes just that. So instead of writing, “Our clients report increased productivity as a result of using the Widget 2100,” write, “You will experience increased productivity as a result of using the Widget 2100.”
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
Keep every sentence in your prospect’s perspective.
2. Money – Ask people what they wish they had more of, and chances are they’ll say “money.” People love to save money just as much as the love to earn it. So if a benefit of your product or service is that it saves people money or helps them earn more money, state it alo
2. Money – Ask people what they wish they had more of, and chances are they’ll say “money.” People love to save money just as much as the love to earn it. So if a benefit of your product or service is that it saves people money or helps them earn more money, state it alo
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
g with a monetary figure people can grasp. For example: “Using the Widget 2100 saves you money – over $5000 per year!”
3. Health/healthy – The second thing people wish they had more of is good health. People want products and services that are going to either improve their health or not negatively impact it. For example: “
3. Health/healthy – The second thing people wish they had more of is good health. People want products and services that are going to either improve their health or not negatively impact it. For example: “
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
Vitamin X improves your health and well being by…” or “Pesticide Y has no known health implications,” or “Product Z is part of a healthy diet.”
4. Guarantee/guaranteed – By nature, most people are not risk takers. They want assurance that they’re not wasting their money and that your product or service can live up to its c
4. Guarantee/guaranteed – By nature, most people are not risk takers. They want assurance that they’re not wasting their money and that your product or service can live up to its c
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
aims. By giving some sort of guarantee, you put prospects at ease and make them trust you. For example: “We’re so confident the Widget 2100 will work for you that we offer a full money-back guarantee.”
5. Easy/easily – Between 40+ hour workweeks and increasing demands at home, people want things that are easy. They don’t w
5. Easy/easily – Between 40+ hour workweeks and increasing demands at home, people want things that are easy. They don’t w
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
ant products or services that are going to make their life more difficult. So always state how easy your company makes things. For example: “The Widget 2100 makes it easy for you to…” Or, “With the Widget 2100, you can easily remove spots from your carpet once and for all.”
6. Free – Everyone loves getting something for no
6. Free – Everyone loves getting something for no
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
hing. That’s why the word “free” continues to be one of the top selling words of all time. Realize that the free offer doesn’t have to have a high monetary value, just a high perceived value. Some freebies that work include: “Free consultation,” “Free estimate,” “Free report,” “Free shipping,” and “Buy one get one free.”
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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
. Yes – Face it, you love being told “yes,” don’t you? “Yes” means you have permission, you were right, or you can get what you want. “Yes” is one of the most pleasing words to the human ear. So tell your prospects “yes” often. For example, in your marketing materials, you can ask a series of positive yes/no questions, and
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
hen write, “If you answered ‘yes’ to any of these questions, then the Widget 2100 is what you’ve been searching for.”
8. Quick/quickly – In today’s microwave age society, people want things quickly. They don’t want to wait weeks or even days for the results you promote. They want to know they’ll see a quick return for thei
8. Quick/quickly – In today’s microwave age society, people want things quickly. They don’t want to wait weeks or even days for the results you promote. They want to know they’ll see a quick return for thei
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
r investment now. So while the perception of quick results may vary from person to person, as long as you know that your product or service is quicker than something else, state it. For example: “Lose weight quickly,” “Make money quickly,” and “Quick and tasty meals from your own kitchen.”
9. Benefit – Most written marketi
9. Benefit – Most written marketi
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
g pieces do state the benefit of the product or service; however, they neglect to actually use the word “benefit.” When people read the word “benefit,” they subconsciously perk up. They know they’re about to learn something that will impact their life, so they want to know more. For example, “As an added benefit to this pro
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
duct, you get (state the benefit).”
10. Person’s name – People love to hear the sound of their own name and they love to read their name in print. That’s why so many souvenir shops sell personalized items—from magnets to coffee mugs. Including the prospect’s name in a marketing piece, especially in the middle of the senten
10. Person’s name – People love to hear the sound of their own name and they love to read their name in print. That’s why so many souvenir shops sell personalized items—from magnets to coffee mugs. Including the prospect’s name in a marketing piece, especially in the middle of the senten
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
e, boosts attention levels. For example, “As you can see, Steve, the Widget 2100 makes perfect sense for your needs.”
The Remaining 11
The other eleven words that sell are: 1) Love, 2) Results, 3) Safe/safely, 4) Proven, 5) Fun, 6) New, 7) Save, 8) Now, 9) How-to, 10) Solution, and 11) More. While synonyms to these 21 wor
The Remaining 11
The other eleven words that sell are: 1) Love, 2) Results, 3) Safe/safely, 4) Proven, 5) Fun, 6) New, 7) Save, 8) Now, 9) How-to, 10) Solution, and 11) More. While synonyms to these 21 wor
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ds are acceptable, synonyms are not as powerful as the actual word itself. So in order to not appear redundant in your marketing piece, use the appropriate word wisely, and don’t overdo it.
As your marketing writing prowess increases, consider combining words that sell in the same sentence. For example, maybe your product
As your marketing writing prowess increases, consider combining words that sell in the same sentence. For example, maybe your product
.
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
orks “quickly, safely, and easily.” Or, perhaps your service makes cooking “easy and fun.” Or, are your “proven results guaranteed”? You get the idea. Since short marketing pieces are more powerful than long one, make sure every sentence packs a punch.
When you use these 21 words in every marketing piece, you quickly incre
When you use these 21 words in every marketing piece, you quickly incre
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
ase your prospect’s interest in what you write, which ultimately leads to more money for you. So master the use of these proven words now. Doing so, dear reader, gives you the easy solution to achieve high marketing response rates you’ve been waiting for.
Can you do it? Yes! And you’re going to love the results. Guaranteed
Can you do it? Yes! And you’re going to love the results. Guaranteed
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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