Tags |
|
|
Digg It - Marketing The Real You
I often wonder how the practice began of pretending to be someone else in order to market your business. You know what I'm talking about -- it's the marketing face, the selling voice, that
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
you often put on in order to attend a networking event or make a sales call. Who taught you to do that?
I have a suspicion where we learn this behavior. Most of us spend a lifetime obser
I have a suspicion where we learn this behavior. Most of us spend a lifetime obser
; 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
ving showroom salespeople, product spokespersons in the media, and hucksters on street corners. What we see demonstrated there is artificial enthusiasm, manipulative use of language, feign
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ed interest, and in some cases outright deception.
Sounds awful, doesn't it? So why copy any part of this distasteful way of selling?
Psychologist Abraham Maslow said, "If all you have i
Sounds awful, doesn't it? So why copy any part of this distasteful way of selling?
Psychologist Abraham Maslow said, "If all you have i
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
a hammer, everything looks like a nail." Perhaps we believe this is the only way we can sell because it's the only way we know. I'm not accusing anyone of consciously deceiving prospectiv
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
e clients. What I'm suggesting is that what we do unconsciously and automatically is to behave nauthentically around them.
Intuitively, many of us feel as if something is wrong with this
Intuitively, many of us feel as if something is wrong with this
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
way of operating. When we have to sell ourselves, we find it unpleasant, disagreeable, even repulsive. But what if all those negative feelings were simply because we hate the artificiality
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
and manipulation we think must be a part of selling?
Imagine what it would be like to go to a business networking event as yourself. No facade, no pretension, just plain you. When someon
Imagine what it would be like to go to a business networking event as yourself. No facade, no pretension, just plain you. When someon
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
asks your reason for coming, you tell them the truth. You don't have to claim you wanted to hear the speaker (if you didn't). You can come right out and say, "I'm hoping to make some cont
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
acts that will lead to business for me."
You wouldn't have to invent reasons to start a conversation. You can walk up to someone who looks interesting and say, "Hi, I haven't met you yet.
You wouldn't have to invent reasons to start a conversation. You can walk up to someone who looks interesting and say, "Hi, I haven't met you yet.
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
" If you're shy around strangers, you can tell the first person you meet, "I'm sort of a wallflower and feel awkward at events like this. Could you introduce me to some folks?"
Now imagin
Now imagin
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
e placing a follow-up call to a prospect where you are completely honest. You could say, "I have some days open on my calendar soon and I'm wondering if this would be a good time for that
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
roject we've been discussing." Or, "We haven't talked in a while and I'd like to find out if you're still planning to start the new training program this year."
I see so many professional
I see so many professional
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
s and consultants struggle with trying to find an "excuse" to call a prospect. You don't need some manufactured excuse. You know the reason you're calling. Most of the time THEY know the r
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
eason you're calling. Just say what it is.
Let's extend this same principle to making a cold call. Instead of stumbling around awkwardly trying to make a polished -- but unnatural -- sale
Let's extend this same principle to making a cold call. Instead of stumbling around awkwardly trying to make a polished -- but unnatural -- sale
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
s approach, imagine yourself saying, "I'm not much of a salesperson, but I'm really good at what I do. Can we have a conversation about what you need and see if I'm the right person for 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
job?"
If you've been working from a cold-calling script that makes you flush and get a tight throat every time you read it, throw it out. Come up with one really good opening line that f
If you've been working from a cold-calling script that makes you flush and get a tight throat every time you read it, throw it out. Come up with one really good opening line that f
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
eels authentic and gets directly to the point. Then decide how you will answer -- honestly -- some of the typical questions prospects ask you. My bet is that your calls will immediately ge
.
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 easier.
In fact, the more you become honest, direct, and authentic in all of your marketing, the more appealing selling will be to you, the more effortless it will become, and the more
In fact, the more you become honest, direct, and authentic in all of your marketing, the more appealing selling will be to you, the more effortless it will become, and the more
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
success you will ultimately achieve. Because most business results from building relationships, and how can you develop a relationship with someone when you never reveal who you really are
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/29864/diggit-Marketing-The-Real-You.html">Marketing The Real You</a>
BB link (for phorums):
[url=http://www.diggit.org.ua/article/29864/diggit-Marketing-The-Real-You.html]Marketing The Real You[/url]
Related Articles:
Functions Of Activity-Based Costing Through Variable And Fixed Overhead
The Role of a Visual Vocabulary in Brand Identity Design
We Got It Wrong: Never Under Promise & Over Deliver
Bookmark it:
|